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SAMPLE DATA: Sales Win Loss

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SAMPLE DATA: Sales Win Loss

Description:
Find the patterns in sales wins and losses. Understand your sales pipeline and uncover what can lead to successful sales opportunities and better anticipate performance gaps.

Where to Access:
Download: WA_Fn UseC_ Sales Win Loss.csv

Also available directly within Watson Analytics as: Find Patterns in Wins and Losses

Related Blogs and Videos:
Flipbook: Closing the deal – Analytics for every sales person

Blog: Discover Which Deals Are Most Likely To Close by Using Your Win-Loss Data

Video: Sales Wins and Loses: Identifying and Understanding Your Patterns

Suggested Data Analysis

  • Use Explore to ask the question “What are the top supplies group by opportunity amount where result is won?”.  You will note on the insights bar after looking at this exploration “Top Route to Market by Opportunity Size”, you may want to add this to your exploration!
  • Use Predict to determine what the main drivers are for Opportunity Result where there is a win?  Use the target “Opportunity Result” as a target for Predict”
  • Use Assemble to gather the results of:  Comparison of the number of Wins and Losses in a bar chart, Bubble chart comparing Supplies Group by Opportunity Amount and a Bubble Chart comparing Competitor Type by Opportunity Amount in a single dashboard.  Once assembled click on Loss and Won to see the distributions change!
  • Use Refine to create a data group for small, medium and large

Rows and Columns
This sample has the following format:
# rows = 78,025
# columns = 19

Column Name Description
Client Size by Employee Count Employee sized by number of clients. Values are:
• 1: < 1k
• 2: [1K, 5K]
• 3: [5K, 10K]
• 4: [10K, 30K]
• 5: ≥ 30K
Client Size by Revenue Client size based on annual revenue

• 1: < $1M
• 2: [$1M, $10M]
• 3: [$10M, $50M]
• 4: [$50M, $100M]
• 5: ≥ $100M

Competitor Type An indicator if a competitor has been identified Values: Known, Unknown, None
Deal Size by Category Categorical grouping of the opportunity amount (OpportunityAmountUSD)

• 1: < 10K
• 2: [$10K, 25K]
• 3: [$25K, $50K]
• 4: [$50K, $100K]
• 5: [$100K, $250K]
• 6: [$250K, $500K]
• 7: ≥ $500K

Opportunity Number A unique generated number assigned to the opportunity
Opportunity Results A closed opportunity is won or loss. Values could be Win/Loss Good example of a Target Field for Predict
Region Name of the Region. Values could be : Mid-Atlantic, Midwest, Northeast, Northwest, Pacific, Southeast, Southwest
Route to Market The opportunities’ route to market. Values are: Fields Sales, Other, Reseller, Telecoverage, Telesales
Supplies Group Reporting supplies group Values are: Car Accessories, Car Electronics, Performance & Non-auto, Tires & Wheels
Supplies SubGroup Reporting supplies subgroup. Values are: Batteries & Accessories, Car Electronics, Exterior Accessories, Garage & Car Care, Interior Accessories, Motorcycle Parts, Performance Parts, Replacement Parts, Shelters & RV, Tires & Wheels, Towing & Hitches
Opportunity Amount (USD) Sum of line item revenue estimates by sales representative in American currency
Sales Stage Change Count Actually a count of number of times an opportunity changes sales stages (back and forwards)
Elapsed Days In Sales Stage The number of days between the change in sales stages. The counter is reset for each new sales stage
Ratio Days Identified To Total Days Ratio of total days the opportunity has spent in sales stage: Identified/Validating over total days in sales process
Ratio Days Qualified To Total Days Ratio of total days the opportunity has been spent in sales stage: Qualified/Gaining Agreement over total days in sales process
Ratio Days Validated To Total Days Ratio of total days the Opportunity has presence in sales stage: Validated/Qualifying over total days in sales process
Revenue From Client Past Two Years Revenue identified from this client in past two years • 0: 0
• 1: [1, 50K)
• 2: [50K, 400K)
• 3: [400K, 1.5M)
• 4: ≥ 1.5M
Total Days Identified Through Closing Total days the opportunity has spent in Sales Stages from Identified/Validating to Gained Agreement/closing
Total Days Identified Through Qualified Total days the opportunity has spent in Siebel Stages from Identified/Validating to Qualified/Gaining Agreement

Practice with this sample data and become an expert in no time.

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