Won and lost
The sales report: what you sent, what you won and lost and for how much, how long clients take to answer, the reasons they gave in their own words, and the rules that decide when a percentage is printed.
Per ora questo articolo è disponibile in inglese, francese e spagnolo. Stai leggendo la versione inglese. Français · Español
Won and lost answers the question the win rate alone cannot: not just how often you lose, but why. Its subtitle says it — “What you sent, what came back, and — where anybody said — why it didn't. A win rate tells you that you are losing; the reasons tell you what to change.” FieldQuo has recorded a decline reason on every declined quote since the field existed; this page is where you finally read them.
It is reached from the Won and lost link under the title of Insights. The win rate on the KPI page is the same calculation, so the two never disagree.
Overview
A quote belongs to the period it was sent in, not the period it was answered in — so “sent in June” always adds up, however long a client takes to say yes. Outstanding quotes are neither won nor lost: the win rate divides by decided quotes only, because counting every quote still under consideration as a loss would understate a busy month exactly when you are trying to read it.
Reasons are shown verbatim, newest first, and never sorted into categories. A lost quote with no reason is counted as its own number — “nobody said why” — never folded into “other” and never dropped so the remaining reasons can pose as the whole picture. At the volumes a small shop sends, the raw sentences are the report.
What is on the screen
- The five period buttons, From / To, and the cohort note about sent dates.
- Four counts — Sent (“opportunities that left the building”), Won, Lost, Still out — the last three with the money under them: the accepted total for a win, the lowest price on the table for a loss or a quote still out.
- The win rate, “of {decided} decided quotes ({won} won, {lost} lost)”, or None decided yet, or Too few to read with the sentence that says why.
- How long they take to answer — days from send to decision, the typical (median) beside the average, and how many decisions were dropped for lacking a timestamp.
- Why you lost them — how many lost quotes have a reason recorded, how many are silent, then each reason with the quote number, client, date and value.
- By whoever wrote the quote — a table of Who, Decided, Won, Win rate, shown only when at least two people each have ten decisions.
- Three footnotes when they apply: quotes with no author, quotes placed by their decision date because they were never marked sent, and quotes with no date at all that belong to no period.
How a quote is counted
| Situation | How the report treats it |
|---|---|
| A Good / Better / Best trio | One opportunity, not three. Won if any option was accepted; lost if one was declined and none accepted; otherwise still out. Its value is the accepted option's total, or the lowest option when nothing was accepted. |
| Accepted by hand after a phone call, never marked sent | Counted, in the period of the decision, and named in a footnote. It is left out of time-to-decision, which needs a real send date. |
| No send date and no decision date | In no period and in no figure — counted in a footnote. Most predate FieldQuo stamping those dates. |
| Decided before FieldQuo stamped decision dates | In the counts; dropped from the time-to-decision average rather than counted as decided the same day. |
| Re-sent after the client had already answered | Its decision lands before its send date, so it is unmeasurable and dropped from the average. |
Recording a reason
Two doors write the reason. On the public approval page a client who declines can type why, and their words land here unedited. In the back office:
- Open the quote and its Get this approved page.
- Press They declined. A box opens: Did they say why? (optional).
- Type what the client said, in their words, and press Record as lost. The quote shows Reason recorded.
When most of your losses are silent the page says so: “{n} of {lost} losses are silent. Nothing here can tell you why those went — the next one you lose, ask, and type what they say into the quote.” That sentence is the most useful finding the report can make until the reasons exist.
When a percentage is printed
- Ten decided quotes before a win rate appears. At ten, one quote flipping moves the rate by ten points; below that the page shows the counts and “Too few to read” — “3 of 4” is honest at any size, “75%” is not.
- Two people with ten decisions each before the by-estimator table appears. One bucket is the company total with a name on it, not a comparison.
- No percentages at all in an empty period: “No quotes went out between {from} and {to}. That is not a 0% win rate — it is a period with nothing in it.”
Who can see it
Lighter than the other reports on purpose: it shows no cost, no margin and no wage, so it needs only view access to quotes and See prices. That is Estimator, Dispatcher, Manager, administrators and the owner — the estimator whose own quotes it is about is not locked out. Crew are refused.
Domande frequenti
Why is my win rate different from the number of accepted quotes over the number sent?
Because quotes still out are not losses. The rate is won over decided (won plus lost); the page prints the exact fraction under it.
Can FieldQuo group the reasons into price, timing and so on?
No, deliberately. Three sentences sorted into categories is a pattern the report invented, not one it found. Read the reasons; they are short.
A client accepted the middle option of three. Are the other two counted as lost?
No. The three options are one opportunity, and it is won.
È stato utile?