{"id":97,"date":"2006-06-12T05:38:41","date_gmt":"2006-06-12T10:38:41","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=97"},"modified":"2006-06-12T05:38:41","modified_gmt":"2006-06-12T10:38:41","slug":"lost-sales-analysis","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/06\/lost-sales-analysis\/","title":{"rendered":"Lost Sales Analysis"},"content":{"rendered":"<p>We posted on this topic in our old blog (predates The Hire Sense) and it is worth bumping up to this version.  Paul DiModica writes in BDM News about one of the best sales tools around, the <a href=\"http:\/\/www.bdmnews.com\/feature_20060420.htm\" target=\"_blank\">Lost Sales Analysis<\/a>.  I will warn you that this article is quite theoretical but I found it captivating.<\/p>\n<blockquote><p>The lost sales analysis is more effective than percent of quota attainment as a measurement tool, because it measures not just the sales success of an account manager against some predetermined sales quota, but it also measures their success against competitors based on lost sales.<\/p><\/blockquote>\n<p>The example he provides is excellent &#8211; even a numbers-challenged person like myself can understand the approach.  I&#8217;ll leave that information for you to read.  He bolded point to end the article:<\/p>\n<blockquote><p><strong>The key to successful sales forecasting is understanding where the sales numbers are, where they need to be, and where they came from.<\/strong><\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>We posted on this topic in our old blog (predates The Hire Sense) and it is worth bumping up to this version. Paul DiModica writes in BDM News about one of the best sales tools around, the Lost Sales Analysis. I will warn you that this article is quite theoretical but I found it captivating. The lost sales analysis is more effective than percent of quota attainment as a measurement tool, because it measures not just the sales success of an account manager against some predetermined sales quota, but it also measures their success against competitors based on lost sales. The example he provides is excellent &#8211; even a numbers-challenged&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2006\/06\/lost-sales-analysis\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4],"tags":[],"class_list":["post-97","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-1z","jetpack-related-posts":[{"id":1676,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/07\/compensation-consternation\/","url_meta":{"origin":97,"position":0},"title":"Compensation Consternation","author":"Derrick Moe","date":"July 25, 2008","format":false,"excerpt":"I know, lame title, but I couldn't resist. ManageSmarter.com offers up this article - Compensation Complexity Hinders Sales - regarding current compensation plans.\u00a0 Here are some numbers they quote within the article (my editing): Only 41% of sales leaders were satisfied with their current compensation plans (down from 59% two\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2518,"url":"https:\/\/selectmetrix.com\/blogs\/2012\/08\/5-tips-for-hiring-a-sales-manager\/","url_meta":{"origin":97,"position":1},"title":"5 Tips For Hiring A Sales Manager","author":"Derrick Moe","date":"August 22, 2012","format":false,"excerpt":"This Selling Power article is a quick, solid read.\u00a0 The 5 tips are all on point with this one being my favorite: 2) Metrics without context. Your candidate noted that his or her team closed $2 million in sales last year. That's great. But what was the quota? What were\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1613,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","url_meta":{"origin":97,"position":2},"title":"Defining Excellence","author":"Derrick Moe","date":"June 12, 2008","format":false,"excerpt":"Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let's cut right to the chase.\u00a0 Here are the four: 1.) Goal Setting 2.) Commitment 3.) Feedback 4.) Organizational Support I would say that is a good list.\u00a0 The one that\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1490,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/03\/the-essence-of-sales-management\/","url_meta":{"origin":97,"position":3},"title":"The Essence of Sales Management","author":"Derrick Moe","date":"March 28, 2008","format":false,"excerpt":"This is a tough topic because there isn't a cookie-cutter sales manager template that fits for all companies.\u00a0 Our experience has been that smaller-sized companies tend to expect the sales manager to carry a significant quota while larger companies expect the sales manager to manage without carrying a personal quota.\u00a0\u2026","rel":"","context":"In &quot;Onramping&quot;","block_context":{"text":"Onramping","link":"https:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1248,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/10\/the-expectations-set-by-the-offer\/","url_meta":{"origin":97,"position":4},"title":"The Expectations Set By The Offer","author":"Derrick Moe","date":"October 22, 2007","format":false,"excerpt":"We've run into some \"unique\" problems in handling offers with sales candidate.\u00a0 Strong salespeople all share one significant ability - qualifying.\u00a0 This ability, when used in the negotiation process, leads to a desire for real clarity when it comes to an offer. We lost a\u00a0strong candidate last week due to\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"https:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":742,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/03\/how-to-allay-sales-fears\/","url_meta":{"origin":97,"position":5},"title":"How To Allay Sales Fears","author":"Derrick Moe","date":"March 10, 2007","format":false,"excerpt":"A quick note from a well-constructed sales ad I just read.\u00a0 The company is a medical device manufacturer and contained a strong sentence for attracting salespeople: A strong work ethic is required to meet sales quotas. You will be supported by solid marketing programs, support staff, and innovative products that\u2026","rel":"","context":"In &quot;Employment Ads&quot;","block_context":{"text":"Employment Ads","link":"https:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriterallayingsalesfears-6011overpiled-desk-thumb6.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/97","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=97"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/97\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=97"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=97"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=97"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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