Enabling Unqualified Reasons on your account will help you analyze the most common reasons your Deals are unqualified. This will help you to optimize Deal sources and scoring, refine qualification criteria, identify coaching opportunities and so much more.
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Defining Unqualified Reasons
Start by navigating to your Sell Deals Settings page and turn on Unqualified Reasons.
Please note the difference between "Unqualified Reasons" and "Loss Reasons" for your Deals:
- Unqualifying a Deal means the opportunity is not a good fit for your Sales Team. Deals should be marked as "Unqualified" as soon as possible so that these Deals to not clutter your list of qualified Deal opportunities. Please create relevant Unqualified Reasons for your Sales Reps to use to indicate a poor opportunity.
- Marking a Deal as a "Loss Deal" suggests that the Deal was a good opportunity and it was lost for a specific reason. Please create relevant "Loss Reasons" for your Sales Reps to select when a Deal is lost. Tracking these "Loss Reasons" can help you identify trends that will help you optimize your sales process and future Deal qualifications.
You can hit the Edit button next to the existing reasons we provide to rename them, or hit the trash can icon to simply remove them.
Collecting Unqualified Reasons
Once you've defined your Unqualified Reason's list, you can begin collecting data by turning on the prompt for all of the users on your Sell account. Simply select the Yes box next to Ask users for unqualified reason -the next time a Deal moves to Unqualified, the person moving it will be prompted to enter in why they unqualified it!
Are you looking for the best practices in creating Deals Unqualified Reasons? Check the article below!