HOW TO: Lost Opportunity Report in Salesforce

I struggled when I first started as an SDR.

I had no idea how to listen to Gong calls and didn't even know what a dead opportunity was.

I just called existing contacts in Salesforce and, shocker, they were annoyed when they said they've met with us before and I had no idea.

I made this video for new SDRs to learn from mistakes. Link here: https://youtu.be/A20KikBCcvU

Why do you need to know how to make a Lost Opportunity Report?

They show you a list of companies that met with your sales team, during a specific time period and didn’t make a purchase.

If you’re a new rep, this will help you get started by giving an easy look into all of your accounts so you can listen to Gong calls, learn who the decision-makers are, and what they value.

If you’re an experienced rep, this will help cut down on the amount of things you have to beg your manager for and the report will give you qualified, familiar prospects to set meetings with.

Let’s get started.

Step 1: Click “Reports” on your toolbar.?

Step 2: Click "New Report."?

Step 3: Click Opportunities Report.

By default, Salesforce automatically creates a report of all opportunities in your current fiscal quarter. You can adjust these filters to create a report that shows you closed opportunities from 6 months ago or a year.?

Step 4: Change the Close Date Range to the range to All Time. Change the opportunity status to Closed.?

Step 5: Add a demo date filter. You want to see Opportunities that did a demo last during a certain period and didn't close a deal. For this example, I'm doing Demos from Oct 1, 2021 - Dec 31, 2021.

Add a demo date greater than Oct 1, 2021 and add another one that’s less than Dec 31, 2021.?

Step 6: Add a Stage filter, so it only pulls opportunities that are Closed Lost.?

Step 7: Add an ADR filter, or whatever field your company uses to identify which accounts you’re assigned to, so it only shows you your accounts.?It will look like this when you're done:

Step 8: Click Save and Run.?

Boom. Now you have a solid list of companies worth following up on. Listen to the call recording and send them an email referencing what they were interested in at the time and start a conversation.?

Good luck, please click like on the post if this is helpful!

Final Thoughts:

Need help with SalesForce or SDR-ing in general?

Email me at [email protected] or book time with me?using this link.