Growth · Structure
Structured recommendation tracker eliminates losses from non-adoption
CRM Setup & Sales Operations · Pilot Performance Optimization
Categories
Growth · Structure
Subcategories
CRM Setup & Sales Operations · Pilot Performance Optimization
Metric categories
- Deal/Revenue Retention
- Process/Tool Adoption
At a glance
Structured recommendation tracker eliminates losses from non-adoption
A dedicated recommendation tracker replaced ad hoc spreadsheets, converting several lost enterprise deals to won and eliminating non-adoption losses after rollout.
Several enterprise deals converted from lost to won
0% loss rate from non-adoption after rollout
Background
Deals were being lost because customers were not following through on recommendations from pilot/trial projects.
Goal
Eliminate the risk of lost deals caused by the end user not following through.
The Work
Implemented a dedicated tracking tool for trial-project recommendations, replacing the spreadsheet previously used for pilots, making recommendations more structured, prioritised, and easy to share with the decision-maker.
Outcome
Multiple enterprise deals moved from lost to won, and the workflow was rolled into all new trials, bringing the loss rate tied to non-adoption down to zero for reps who used it.
