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Sales Funnel/Pipeline management Excel Template User Guide Flipbook PDF
This Excel-based template is a comprehensive application for Sales Funnel/Pipeline management. The sales pipeline manage
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Sales Pipeline/Funnel Management Template (with Win Loss Analysis) User Guide Sales Funnel/Pipeline Management Template
This Excel-based template is a comprehensive application for Sales Funnel/Pipeline management. The sales pipeline management system provides analysis by Sales Region, Sales Executive, Lead Source, Pipeline Stage, Product Group and Market Sector. The analysis is available in both tabular and chart forms. This user guide covers two products (1) the Pipeline Management Template and (2) the Pipeline Template that incorporates comprehensive Win Loss analysis. The Excel templates are totally customizable, and use only standard Excel features.
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4/27/2011
SALES PIPELINE/FUNNEL MANAGEMENT TEMPLATE (WITH WIN LOSS ANALYSIS) USER GUIDE Sales Funnel/Pipeline Management Template
INTRODUCTION This Excel-based spreadsheet template is a comprehensive system for Sales Funnel/Pipeline management. The sales Funnel/Pipeline management template provides a detailed analysis of the sales funnel / sales pipeline by:
Sales Region,
Sales Executive,
Lead Source,
Pipeline Stage
Product Group and
Market Sector.
The analysis is available in both tabular and chart forms. The highly flexible Excel template allows the user to set up flexible tables to define sales regions, sales executives, lead sources, pipeline stages and associated probability of closing, and market sectors. Entering new sales opportunities in the sales funnel / sales pipeline is then made "quick and easy" by selecting the table entry from a dropdown list. This approach also eliminates typing errors in inserting any of these parameters. There is no limit to the number of Sales Regions, Sales Executives, etc. that can be used The funnel / pipeline net value of each opportunity is calculated based on the funnel / pipeline stage and associated probability of closing an opportunity in that stage of the funnel / pipeline. Part 2 of the guide covers the additional features that are available with the version that includes Win Loss analysis. These templates use Excel 2007 of later version features and are NOT compatible with earlier versions of Excel. Macros should be enabled in the Excel environment. www.businesstoolsstore.com Copyright © 2011 The Business Tools Store
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4/27/2011 These templates are available as one of three companion template set. 1. The Sales Pipeline Funnel Planner & Calculator identified the level of new business leads/opportunities required to achieve the sales revenue budget. (Excel 2003) 2. The Sales Leads Generation Plan and Budget template develops a plan and budget to generate the necessary leads by different marketing sources or categories, i.e. trade show, telemarketing, etc. (Excel 2003) 3. The Sales Pipeline / Sales Funnel Management template provides a comprehensive pipeline management system for all new and current opportunities as they progress through the sales funnel / sales pipeline. (Excel 2007).
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USER INSTRUCTIONS Setup A number of basic parameters must be set up prior to using the template to enter and update sales pipeline leads/opportunities.
Figure 1 Pipeline set-up Parameters
These parameters (see Figure 1 above) are:
Sales Regions Sales Executives Product Groups Market Sectors Lead Sources Pipeline stages and associated probability of closing.
If a particular parameter is not set up, pipeline analysis will not be available under that heading. To commence the setup, go to worksheet “Pipeline Data” and enter/edit each of the parameters starting in cell D6. Each parameter can have an unlimited number of entries. The Set up parameters are immediately above the main pipeline data input table. For convenience the Set up Parameters section can be hidden of made visible by clicking on the + or – as per on the left as depicted in figure 1 above. Each entry is validated against those already entered and duplicates are not allowed, i.e. one cannot enter the same Sales Region twice. Note
“Pipeline Stages”, and associated probabilities, should follow the normal pipeline flow sequence and be numbered 1, 2, 3, etc. as per the example in figure 1 above.
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Enter & Update Sales Pipeline Opportunities New Sales Opportunities are entered and existing Opportunities are updated as they progress through the sales pipeline/funnel.
Figure 2 Pipeline Input Data Table
Go to the “Pipeline Data” worksheet. The Pipeline data input table (see figure 2 above) commences in cell B28 and can have an unlimited number of entries. To ensure that the validation and formatting of the Input Data Table is maintained as new rows are added to the table, please “tab” out of the last cell of the table, i.e. the Weighted Net Value cell (column U) in the last row of the table; A new row with appropriate formating and validation will be automatically added to the table. If you are using the version incorporating Win Loss analysis, please “tab” out of the last cell of the table, i.e. the Reason for Status cell (column Y) in the last row of the table; A new row with appropriate formatting and validation will be automatically added to the table..
ENTERING NEW OPPORTUNITIES
For each new opportunity enter the following: Opportunity Description: This is a free format text field and a recognisable description should be entered. Sales Region: The relevant “Sales Region” should be selected from the dropdown list of valid Sales Regions. Any new Sales Region should entered via the Setup table as described in page 3 above. Sales Executive: The relevant “Sales Executive” should be selected from the dropdown list of valid Sales Executives. Any new Sales Executive should be entered via the Setup table as described in page 3 above.
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4/27/2011 Product Group: The relevant “Product Group” should be selected from the dropdown list of valid Product Groups. Any new Product Group should be entered via the Setup table as described in page 3 above. Lead Source: The relevant “Lead Source” should be selected from the dropdown list of valid Lead Sources. Any new Lead Source should be entered via the Setup table as described in page 3 above. Market Sector: The relevant “Market Sector” should be selected from the dropdown list of valid Market Sectors. Any new Market Sector should be entered via the Setup table as described in page 3 above. Gross Value: The estimated Gross Value of the opportunity should be entered as a whole positive number. Projected Close Date: Enter the estimated close date for this opportunity. It should be entered in MM/YYYY format; e.g. 09/2012 Current Pipeline Stage: The relevant “Current Pipeline Stage” should be selected from the dropdown list of valid Pipeline Stages. Any changes to the Pipeline Stages or their associated probabilities should be entered via the Setup table as described in page 3 above. However, such changes may effect the existing entries in the Active Sales Pipeline. Probability of Close: This field is automatically calculated based on the Pipeline Stage selected. This cell should NOT be edited. Weighted Net Value: This field is automatically calculated by multiplying the Gross Value by the Probability of Closing the opportunity; which in turn is based on the Pipeline Stage selected. This cell should NOT be edited.
UPDATING EXISTING OPPORTUNITIES
To update an existing opportunity the relevant Opportunity should be selected and the chosen fields can be updated, typically such updates would involve updating the estimated Gross Value or Projected Close Date and the Pipeline Stage as the Opportunity is progressed through the Sale Pipeline/Funnel. However, any of the field can be updated, e.g. responsible Sales Executive changed. As for New Opportunities, the Probability of Close and Weighted Net Value should not be edited.
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4/27/2011 CLOSING & DELETING EXISTING OPPORTUNITIES
All Opportunites have a specific Lifecycle that results in a Sales Win, Sales Loss or a decision to Opt Out. At the end of the Opportunity Lifecycle the Opportunity should be removed from the Active Pipeline. For users of the system incorporating the Win Loss analysis at the end of the Opportunity Lifecycle the opportunities are automatically moved to the Win Loss analysis. (See page 16 below) For users who do not have Win Loss analysis the following procedure should be followed: To remove an Opportunity the following procedure should be followed: 1. Right mouse click on any field in the Opportunity to be removed. 2. Select “Delete”from the right mouse button menu 3. Select “Table Rows” from the Delete submenu. RESFRESHING DATA
Once the Sales Pipeline data has been edited it is important to “Refresh” the data to update all the Analysis Tables/Reports and Charts. To Refresh the data the following procedure should be followed:
Select the Excel “Data” ribbon on the main menu (top of the screen) Choose the “Refresh All” option.
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Analysis The Sales Pipeline/Funnel template provides a comprehensive range of analysis outputs to facilitate detailed Pipeline management. The reports generated include:
Pipeline by Sales Region and Sales Executive within each Region Pipeline by Sales Executive and Sales Opportunities managed by each Sales Executive Pipeline by Pipeline Stage by Sales Region and Sales Executive within each Region. Pipeline by Lead Source Pipeline by Market Sector and Sales Region within each Market Sector. Pipeline by Product Group and Sales Region within each Product Group.
The Charts created include:
Bar chart of Pipeline by Sales Region and Pipeline Stage within each Region Pie chart of Pipeline by Pipeline Stage Pie chart of Pipeline by Lead Source.
PIPELINE BY SALES REGION AND SALES EXECUTIVE WITHIN EACH REGION
Filter Options
Pipeline Value Sales Region/Sales Exec. Canada Bob Goodguy Jim Bigg EMEA Jane Doe Mid-West Tom Small Central Jim Bigg John Doe North East Tom Small Grand Total
Close Date Sep-12 Oct-12 Nov-12 Dec-12 Dec-12 Jan-13 Mar-13 Apr-13 May-13 120,000 45,000 225,000 120,000 45,000 225,000 80,000 30,000 80,000 30,000 45,000 50,000 45,000 50,000 200,000 250,000 50,000 80,000 200,000 50,000 80,000 250,000 20,000 20,000 280,000 75,000 50,000 250,000 70,000 120,000 80,000 45,000 225,000
Jun-13 Grand Total 390,000 165,000 225,000 100,000 210,000 100,000 210,000 95,000 95,000 580,000 330,000 250,000 20,000 20,000 100,000 1,295,000
Figure 3 Sales Region/Sales executive
Expand/Collapse The Regional analysis, as depicted in figure 3 above, by default includes all Regions and Months. The Filter Options highlighted allow the report to be filtered to include only specific Regions or Months. Within each Region a full analysis is provided for each Sales Executive active within the Region. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Regional totals. The Expand/Collapse option shows a “-“ where the details
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4/27/2011 can be collapsed to show the Regional data summarized and a “+” where the Region total can be expanded to show the Sales Executives details.
PIPELINE BY SALES EXECUTIVE AND SALES OPPORTUNITIES MANAGED BY EACH SALES EXECUTIVE
Filter Options Pipeline Gross Value Sales Exec by Opportunity Bob Goodguy Big Oil Dept. of Energy Jane Doe ABC Inc Hi_Tech Inc Good Food Ltd Tom Small Poject X XYZ Inc Pilot Project High Flyers Inc Jim Bigg Big Company Inc High Street Saving Bank Another Bank Defence Dept John Doe ABC BioTech Inc Grand Total
Closing Date Sep-12
80,000
Oct-12 Nov-12
Dec-12 Dec-12
Jan-13 Mar-13 Apr-13 120,000 45,000 120,000 45,000
May-13
30,000 30,000
80,000 45,000 45,000
50,000
20,000
50,000 20,000 50,000
200,000 200,000
80,000
225,000
50,000 225,000 80,000
280,000
75,000
50,000
250,000 250,000 250,000
70,000
120,000
80,000
45,000
225,000
Jun-13 Grand Total 165,000 120,000 45,000 100,000 210,000 30,000 80,000 100,000 100,000 115,000 45,000 50,000 20,000 555,000 200,000 50,000 225,000 80,000 250,000 250,000 100,000 1,295,000
Figure 4 Sales Executive/Opportunity
Expand/Collapse The analysis by Sales Executive, as depicted in figure 4 above, by default includes all Sales Executives and Months. The Filter Options highlighted allow the report to be filtered to include only specific Sales Executives or Months. Within each Sales Executive details a full analysis is provided for each Sales Opportunity. Using the Expand/Collapse option highlighted allows the user to show all the opportunity details or to show only Sales Executive totals. The Expand/Collapse option shows a ““ where the details can be collapsed to show the Sales Executive data summarized and a “+” where the Sales Executive total can be expanded to show the Sales Opportunities details.
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4/27/2011 PIPELINE BY PIPELINE STAGE BY REGION AND SALES EXECUTIVE
Filter Options
Expand/Collapse Figure 5 Pipeline stage/Sales Executive
The analysis by Pipeline Stage, as depicted in figure 5 above, by default includes all Pipeline Stages and Months. The Filter Options highlighted allow the report to be filtered to include only specific Pipeline Stages or Months. Within each Pipeline Stage a full analysis is provided for each Sales Region and Sales Executive. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Pipeline Stage totals. The Expand/Collapse option shows a “-“ where the details can be collapsed to show the Pipeline Stage data summarized and a “+” where the Pipeline Stage total can be expanded to show the details.
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4/27/2011 PIPELINE BY LEAD SOURCE
Filter Options Pipeline by Lead Source
Close Date
Existing Client Inbound Call Tradeshow Website eMail Cold Call Referal Grand Total
Sep-12
Oct-12 Nov-12 30,000 45,000
280,000
Dec-12 Dec-12
Jan-13 Mar-13 Apr-13 May-13 45,000 225,000 120,000
80,000
120,000
80,000
50,000 70,000
280,000
75,000
50,000
250,000 250,000
70,000
45,000
225,000
Jun-13 Grand Total 300,000 45,000 200,000 330,000 70,000 100,000 100,000 250,000 100,000 1,295,000
Figure 6 Pipeline by Lead Sources
The analysis by Lead Source, as depicted in figure 6 above, by default includes all Lead Sources and Months. The Filter Options highlighted allow the report to be filtered to include only specific Lead Sources or Months. PIPELINE BY MARKET SECTOR AND SALES REGION
Filter Options Gross Value by Market & Sales Region Financial Services Canada Central EMEA Manufacturing EMEA Mid-West Oil & Gas Canada Retail Mid-West North East Health Care Central Government Canada Central FMCG EMEA Grand Total
Column Labels Sep-12 Oct-12 Nov-12 Dec-12 Dec-12 Jan-13 Mar-13 Apr-13 May-13 Jun-13 Grand Total 30,000 50,000 225,000 305,000 225,000 225,000 50,000 50,000 30,000 30,000 80,000 50,000 130,000 80,000 80,000 50,000 50,000 120,000 120,000 120,000 120,000 45,000 20,000 65,000 45,000 45,000 20,000 20,000 200,000 250,000 450,000 200,000 250,000 450,000 80,000 45,000 125,000 45,000 45,000 80,000 80,000 100,000 100,000 100,000 100,000 280,000 75,000 50,000 250,000 70,000 120,000 80,000 45,000 225,000 100,000 1,295,000
Figure 7 Market Sector/Sales Region
Expand/Collapse The analysis by Market Sector, as depicted in figure 7 above, by default includes all Market Sectors and Months. The Filter Options highlighted allow the report to be filtered to include only specific Market Sectors or Months.
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4/27/2011 Within each Market Sector a full analysis is provided for each Sales Region. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Market Sector totals. The Expand/Collapse option shows a “-“ where the details can be collapsed to show the Market Sector data summarized and a “+” where the Market Sector total can be expanded to show the Sales Regions details. PIPELINE BY PRODUCT GROUP AND SALES REGION
Filter Options
Gross Values Product Group/Region Consumer EMEA Custom North East Industrial Canada Central Mid-West Profesional Canada Central EMEA Services Canada Central EMEA Mid-West Grand Total
Closing Months Sep-12
Oct-12
Nov-12
Dec-12
Dec-12
Jan-13
Mar-13
Apr-13
May-13
20,000 20,000 200,000
50,000
200,000
250,000
120,000 120,000
250,000 50,000 30,000
50,000
225,000 225,000
50,000 80,000
30,000 45,000
80,000
45,000 45,000
80,000 80,000 280,000
45,000 75,000
50,000
250,000
70,000
120,000
80,000
45,000
225,000
Jun-13 Grand Total 100,000 100,000 100,000 100,000 20,000 20,000 620,000 120,000 450,000 50,000 305,000 225,000 50,000 30,000 250,000 45,000 80,000 80,000 45,000 100,000 1,295,000
Figure 8 Product Group/Sales Regions
Expand/Collapse The analysis by Product Group by Sales Region, as depicted in figure 8 above, by default includes all Product Groups and Months. The Filter Options highlighted allow the report to be filtered to include only specific Product Groups or Months. Within each Product Group a full analysis is provided for each Sales Region. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Product Group totals. The Expand/Collapse option shows a “-“ where the details can be collapsed to show the Product Group data summarized and a “+” where the Market Sector total can be expanded to show the Sales Regions details.
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4/27/2011 BAR CHART OF PIPELINE BY SALES REGION AND PIPELINE STAGE WITHIN EACH REGION
Figure 9 Sales Regions/Pipeline Stage
The bar chart shows the Pipeline by Region by Pipeline stage in figure 9 above. The gross values of the Pipeline by Region by Stage are depicted in the legend table below the bar chart.
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4/27/2011 PIE CHART OF PIPELINE BY PIPELINE STAGE
Figure 10 Pipeline Net Value by Stage
The Pie chart, as depicted in figure 10 above, shows the breakdown of the Pipeline Gross Value by Stage.
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4/27/2011 PIE CHART OF PIPELINE BY LEAD SOURCE.
Figure 11 Pipeline Gross Value by Lead Source
The Pie chart, as depicted in figure 11 above, shows the breakdown of the Pipeline Gross Value by Lead Source.
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Customization and Enhancement The template uses only standard features of Excel 2007 and is fully customizable. The Pipeline Management template does not use any macros. The version that provides Win Loss analysis has a single macro to automatically update the Win Loss Data table. This macro can be edited by a competent individual. The main features used are:
Table option for Setup and Data Input. Data Validation for Setup and Data Input Pivot Tables and Pivot Charts for the analysis.
Each of the tables used for the Pipeline Parameters such as Sales Region, Sales Executive, etc. can have any unlimited number of entries in the current template without any customization. An unlimited number of sales opportunity entries can be made in the template’s current form without any customization. Validation procedures identify and prevent duplicate entries for the Pipeline Parameters. For Data Input the validation procedures ensure that only valid parameters are entered by selecting them from the appropriate dropdown list. The analysis uses standard Pivot Tables and Pivot Charts and can be modified by any user familiar with these Excel 2007 features. Additional analysis reports and charts can be developed by creating new reports or charts using standard Excel 2007 Pivot Tables and Pivot Charts features.
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WIN LOSS ANALYSIS FEATURES Detailed Win Loss analysis features are provided in the Sales Pipeline Management template that incorporates Win Loss Analysis. This section highlights the differences to the standard Sales Pipeline Management template described above.
Setup A basic set up parameters described in page 3 above have additional parameters that describe the Win Loss status and the reasons for the outcome on which the Win Loss analysis is based on as per figure 12 below.
Figure 12 Setup Parameters including Win Loss
The incremental parameters are Lead Status and Reason for Status. The default lead outcome statuses are Win, Loss or Opted Out. These can be edited and others added if appropriate. The Win Loss analysis is based on the outcomes setup here. The other additional Setup parameter is “Reason for Status” Typical reasons for status are Win: existing Customer, Price/value, product quality, etc.; Loss: Price, lack of good fit, limited product range, etc. or you may have Opted Out due to lack of budget, or scale/resources. Comprehensive analysis is based on the Reasons for Status.
Enter & Update Sales Pipeline Opportunities New Sales Opportunities are entered and existing Opportunities are updated as they progress through the sales pipeline/funnel. Additional input fields that describe the Win Loss status and the reasons for the outcomes on which the Win Loss analyses are based are used as per figure 13 below.
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Win Loss update Button
Figure 13 Pipeline Input Data Table
The Pipeline Data input table as depicted in figure 13 above has two fields that should be completed once the Opportunity outcome, i.e., Win, Loss or Opt Out, is known. These fields are used to provide the outcome Status and the Reason for the Status in columns W and Y. Lead Status: The relevant “Lead Status” should be selected from the dropdown list of valid Lead statuses. Reason for Status: The relevant “Reason for Status” should be selected from the dropdown list of valid Reasons for Status. CLOSING & DELETING EXISTING OPPORTUNITIES
All Opportunites have a specific Lifecycle that results in a Sales Win, Sales Loss or a decision to Opting Out. Prior to the Win Loss analysis these Opportunities should be removed from the Active Pipeline and added to the Win Loss Analysis table. The Win Loss Update button in cell Y 25 as depicted in figure 13 should be used to automatically remove these opportunities from the active pipeline and move them to the Win Loss data table. All opportunities with an entry in the Status column will be moved and deleted from the active pipeline table.
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Win Loss Analysis The Win Loss Data table as depicted in figure 14 below Project ID. Test ABC Dept. of Energy XYZ Inc Pilot Project High Street Saving Bank High Flyers Inc Big Oil Another Bank ABC BioTech Inc Big Co. Inc Hi-Tech (West) Inc Hi_Tech Inc Good Food Ltd Defence Dept Big Company Inc ABC Inc
Sales Region Canada Canada North East Central North East Canada Canada Central North West Mid-West EMEA EMEA Central Central EMEA
Sales Executive Jim Bigg Bob Goodguy Tom Small Jim Bigg Tom Small Bob Goodguy Jim Bigg John Doe Tom Small John Doe Jane Doe Jane Doe Jim Bigg Jim Bigg Jane Doe
Product Group Profesional Services Industrial Profesional Custom Industrial Profesional Industrial Services Industrial Services Consumer Services Industrial Profesional
Market Sector Health Care Government Manufacturing Financial Services Retail Oil & Gas Financial Services Health Care FMCG Engineering Manufacturing FMCG Government Health Care Financial Services
Lead Source Existing Client Existing Client Website eMail eMail Tradeshow Existing Client Referal Tradeshow Referal Website Cold Call Tradeshow Website Existing Client
Gross Value Projected Close Date Current Pipeline Stage Probability of Close Weighted Net Value Lead Status 50,000 Dec-12 2. Qualified Lead 10% 5,000 Loss 45,000 Sep-12 9. Signed Contract 20% 9,000 win 50,000 Nov-12 5. Proposal Submitted 40% 20,000 Loss 50,000 Sep-12 9. Signed Contract 100% 50,000 Win 20,000 Aug-12 9. Signed Contract 100% 20,000 Win 120,000 Jan-13 3. Opportunity Identified 20% 24,000 Opted Out 225,000 Dec-12 7. Negotiating 70% 157,500 Loss 250,000 Dec-12 9. Signed Contract 100% 250,000 Win 45,000 Feb-13 3. Opportunity Identified 20% 9,000 Loss 100,000 Dec-12 9. Signed Contract 20% 20,000 Win 80,000 Sep-12 4. Developing Solution 25% 20,000 Loss 100,000 Dec-12 9. Signed Contract 100% 100,000 Win 80,000 Mar-13 3. Opportunity Identified 20% 16,000 Opted Out 200,000 Sep-12 9. Signed Contract 100% 200,000 Win 30,000 Oct-12 9. Signed Contract 100% 30,000 Win
Figure 14 Win Loss Data Table
This data in this table is used as the basis for the comprehensive Win Loss analysis described below.
WIN LOSS BY REASON AND CLIENT BY CLOSE MONTH
Filter Options
Figure 15 Win Loss by Reason and Client
Expand/Collapse
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Reason for Status Win: Price/Value Win: Existing Customer Loss: Company Size/Resources Win: Existing Customer Win: After Sales Service Opted Out: Not Good Fit Loss: Price Win: Product Range Loss: Not Good Fit Win: After Sales Service Loss: Not Good Fit Win: Price/Value Opted Out: Budget Win: Product Features Win: Existing Customer
4/27/2011 The Win Loss analysis, as depicted in figure 15 above, by default includes all of the outcomes (Win, Loss & Opted Out) and Months. The Filter Options highlighted allow the report to be filtered to include only specific Outcomes or Months. Within each Outcome a full analysis is provided for each Lead/Sale opportunity. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Outcome totals. The Expand/Collapse option shows a “-“ where the details can be collapsed to show the data summarized and a “+” where the total can be expanded to show the details. WIN LOSS ANALYSIS BY SALES REGION, SALES EXECUTIVE OUTCOME AND REASON
Filter Options
Figure 16 Win Loss Analysis by Region/Sales executive
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4/27/2011 Expand/Collapse The Regional analysis, as depicted in figure 16 above, by default includes all Regions and Months. The Filter Options highlighted allow the report to be filtered to include only specific Regions or Months. Within each Region a full analysis is provided for each Sales Executive active within the Region, outcomes and reasons. Using the Expand/Collapse option highlighted allows the user to show all the details or to show only Regional totals. The Expand/Collapse option shows a “-“ where the details can be collapsed to show the Regional data summarized and a “+” where the Region total can be expanded to show the Sales Executives details, etc.
WIN LOSS ANALYSIS BY MARKET SECTOR
Figure 17 Win Loss Analysis by Market Sector
The chart in Figure 17 shows a breakdown of the Wins & Losses by market sector.
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WIN LOSS ANALYSIS BY SALES REGION
Figure 18 Win Loss Analysis by Sales Region
The chart in Figure 18 shows a breakdown of the Wins & Losses by Sale Region.
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4/27/2011 WIN LOSS ANALYSIS BY PRODUCT GROUP
Figure 19 Win Loss Analysis by Sales Region
The chart in Figure 19 shows a breakdown of the Wins & Losses by Product Group.
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