Fechando Negocios: Ganhos e Perdidos

Marking Deals as Closed Won

When a deal successfully closes with a signed contract and committed revenue, it's time to mark it as Closed Won. This updates your revenue metrics, removes the deal from active pipeline forecasts, and triggers any post-sale workflows you've configured.

To mark a deal as won, drag the deal card to the "Closed Won" stage on your pipeline board. Alternatively, open the deal detail panel, click the stage dropdown, and select "Closed Won."

You can also use AI chat: "Mark the Acme deal as closed won" or "Close the TechStart deal, we won!" The AI will confirm the action and ask for any required information.

When you move a deal to Closed Won, SalesSheet.ai prompts you to confirm or update several key fields:

• Actual Close Date: When the contract was signed (may differ from expected close date)
• Final Deal Value: Actual contracted amount (may differ from initial estimate)
• Win Reason: Why did you win this deal? Select from predefined reasons or add custom explanation
• Contract Term: Length of the agreement (e.g., 12 months, 36 months, multi-year)
• Annual Recurring Revenue (ARR): For subscription deals, what's the annualized value?
• Competitors Defeated: Which alternatives did the customer consider before choosing you?

Completing these fields may seem like extra work, but they provide invaluable data for understanding what drives wins and improving future deal strategy.

Marking Deals as Closed Lost

When a deal doesn't proceed - whether lost to a competitor, budget constraints, or the prospect choosing not to buy - mark it as Closed Lost. This removes the deal from your active pipeline and provides critical learning opportunities.

Drag the deal to the "Closed Lost" stage, or use the deal detail panel to select "Closed Lost" from the stage dropdown. The AI chat also works: "Mark the Widget Corp deal as lost, they went with competitor X."

When closing a deal as lost, you'll be asked to provide:

• Loss Reason: Primary reason the deal didn't close. This is required and helps identify patterns.
• Lost to Competitor: If applicable, which competitor won the business?
• Decision Maker Feedback: Any direct feedback from the prospect about why they chose differently
• Could We Win in Future?: Is this prospect still a potential customer for later?
• Internal Notes: What could we have done differently? Where did we lose them?

Common loss reasons include: Lost to Competitor, Price/Budget, No Decision/Timing, Lack of Recursos, Chose to Build In-House, Champion Left Empresa, and Purchased Alternative Solution.

Be honest and specific with loss reasons. Vague reasons like "not interested" don't help improve your process. Specific reasons like "lacked integration with their ERP system" identify concrete product gaps or competitive weaknesses.

Configuring Post-Close Workflows

Automating actions after deals close ensures nothing falls through the cracks and maintains momentum with new customers or preserves relationships with lost prospects.

To configure post-close automation, go to Pipeline Settings > Stages > Closed Won (or Closed Lost) and click "Add Automation Rule."

Recommended automations for Closed Won deals:

• Customer Success Handoff: Create tasks for your customer success team including kickoff call, onboarding email, and account setup
• Welcome Communication: Automatically send a welcome email to the primary contact with next steps and CS team introduction
• Finance Notification: Alert your finance team for contract processing, invoicing, and revenue recognition
• Upsell Opportunity Creation: For annual contracts, create a future opportunity for renewal 60-90 days before expiration
• Equipe Celebration: Post to Slack or Equipes channel celebrating the win and recognizing the sales rep
• Case Study Outreach: For significant wins, create a task to request a case study or testimonial 30 days post-launch

Recommended automations for Closed Lost deals:

• Nurture Campaign: Add the contact to a long-term nurture sequence to stay top of mind for future needs
• Feedback Request: Create a task to request a brief call to understand why they chose differently
• Competitive Intelligence: If lost to competitor, notify product team to understand competitive gaps
• Re-engagement Reminder: Create a follow-up task for 6 months out to check in on their status
• Produto Equipe Alert: If lost due to missing features, automatically create a ticket for product team review

These automations run immediately when a deal enters the Closed Won or Closed Lost stage, ensuring consistent execution regardless of who closed the deal.

Analyzing Win/Loss Rates and Patterns

The real value of meticulously tracking closed deals comes from the insights you can extract. Navigate to Reports > Win/Loss Analysis to access comprehensive analytics on your closed deals.

Key metrics available in win/loss analysis:

• Overall Win Rate: Percentage of deals that close won vs. total closed deals (won + lost)
• Win Rate by Deal Size: Do you win more often on smaller deals? Larger ones?
• Win Rate by Source: Which lead sources produce the highest win rates?
• Win Rate by Rep: Identify top performers and coaching opportunities
• Average Deal Size Won vs. Lost: Are you losing bigger deals or smaller ones?
• Sales Cycle Length Won vs. Lost: Do lost deals drag on longer before being marked lost?
• Top Loss Reasons: What's causing the most losses? This is where to focus improvement efforts.
• Competitive Win Rate: Your win rate when competing against specific competitors

Look for patterns in the data. For example, if your win rate drops significantly for deals over $100k, you may need better enterprise sales training or executive engagement. If you consistently lose to a specific competitor on price, you need better value differentiation or to target different buyer personas.

Use the AI chat to ask specific questions: "What's our win rate for deals over $50k in the last quarter?" or "Why are we losing to Competitor X?" The AI analyzes closed deal data and provides insights with supporting evidence.

Reopening Closed Deals

Occasionally, you may need to reopen a closed deal - perhaps a lost deal comes back interested, or a won deal encounters contract issues. SalesSheet.ai allows you to reopen closed deals while preserving the historical record.

To reopen a deal, navigate to the Closed Deals archive (available from the main navigation menu). Find the deal you want to reopen using search or filters. Clique no botao three-dot menu on the deal card and select "Reopen Deal."

Choose which stage to reopen the deal into. The deal will move back to your active pipeline in the selected stage. All historical activity, close date, and previous close reason are preserved in the activity timeline.

Add a note explaining why the deal was reopened. This context is important for reporting accuracy and team understanding. For example: "Prospect's budget was restored, re-engaging for Q2 purchase" or "Contract fell through during legal review, restarting negotiation."

Reopened deals are flagged with a special indicator showing they were previously closed. This helps team members understand the context and handle the opportunity appropriately.

Note that reopening a Closed Won deal will reverse the revenue recognition in your reports for the period it was originally closed. Ensure your finance team is aware of significant reopenings that affect recognized revenue.