Whenever an enquiry is lost, it becomes important for the sales team because every lost enquiry gives you an opportunity to learn the reason for the loss. So, SAP Business One has this feature to mandatorily enter the reason or to choose a pre-built reason code for the lost enquiry. Reasons like lost due to high prices, due to requirements, lost due to an aggressive timeline, and so on.

 

A good salesman is one who calls up the lost prospect or the customer and get to know the reason as well as the competitor to whom it was lost. The list of competitors can be entered into the system and your sales team can choose the competitors name to whom the enquiry has lost. Over an end of month or quarter or half-yearly the system can print out reports in which it clearly says, what is the count of enquiries lost and its value? What are your top 5 reasons for which you lost your enquiries and who are your top 5 customers to whom you have lost your business opportunities?

 

For example 100 enquiries are received in a month and probably 70 enquiries are lost, the system based on the inputs received can tell the value of the 70 enquiries. Say, a million dollar enquiry which was lost and out of which the reason code 1 is the enquiry lost because of products which are out of specification was close to half a million. This is a wake-up call to the management where the lost opportunity or enquiries coming in from customer don’t have a certain product in their product range or they don’t manufacture a certain product which is not in their range.

 

Similarly, the system can also print a report where it can say the value of enquiries which were lost to the competitors so that a good amount of due diligence can be done to see what the competition is doing differently and learn a lesson out of it.

 

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