Our pipeline is set up to include Leads (unqualified but targeted), Prospects (qualified) and Opportunities (Qualified and in a decision window). Because of this, we start by creating a deal for each leads and begin an email and task sequence to make contact and qualify them, If after the conclusion of the email sequence they dont respond or dont qualify we have historically deleted the deal. It appears this may be messing with our reporting ie. next step conversion and win/loss %
M question is how do I remove the leads without screwing up our conversion numbers? Do all deleted deals need to go to Closed Won or Closed lost to have everything work correctly?
To give you the best insight into your pipeline, my clear recommendation would be for you to select these leads as "lost" and choose a reason that is unique. For example "No contact".
In your report, you choose to sort leads from those that are closed with the reason "No contact". This still gives you insight into a pipeline that you can work with dynamically.
As an extra, I would suggest you set up a workflow that informs the seller who is assigned to the lead with reason "No contact" to contact again about e.g. 90 days.
Hope the answer can be used so you can get a clean insight into your pipeline.
To give you the best insight into your pipeline, my clear recommendation would be for you to select these leads as "lost" and choose a reason that is unique. For example "No contact".
In your report, you choose to sort leads from those that are closed with the reason "No contact". This still gives you insight into a pipeline that you can work with dynamically.
As an extra, I would suggest you set up a workflow that informs the seller who is assigned to the lead with reason "No contact" to contact again about e.g. 90 days.
Hope the answer can be used so you can get a clean insight into your pipeline.