What is it?
The "Outcome Reasons" feature in TruVoice provides users with insights into the reasons behind winning or losing in various settings. It allows users to define titles, subtitles, and width parameters, apply filters, and view reasons categorized as major or minor impacts on decisions, and by total count or percentage.
Glossary
- Dashlet: A self-contained data visualization that is accessible on the homepage dashboard of TruVoice.
- Outcome Reasons: The reasons identified for winning or losing in specific settings.
- Decision Drivers: Factors influencing decisions, categorized as sales drivers, company drivers, or solution drivers.
- Tool Tips: Informational pop-ups providing explanations for various elements on the dashboard displayed as question marks at the top of each column.
- Attribute: A characteristic or feature analyzed for its impact on outcomes.
Key Benefits
- Understanding Outcomes: Outcome Reasons allow users to gain insights into the major and minor reasons contributing to their wins, losses, and no decision deals, leading to more informed decisions and strategies.
- Data-Driven Insights: These insights are derived from data collected from various sources, including feedback, surveys, and automated analysis to understand the factors driving success or failure.
- Value Assessment: Users can assess the value of outcome reasons in conjunction with analyzing the deal sizes associated to improve performance.
Navigation
Users can access the Outcome Reasons dashlet through the TruVoice homepage if included as a default for their role, or by manually adding it. A toggle is available at the top allowing users to switch between Win Reasons, Loss Reasons, and No Decision Reasons. Users can define parameters such as titles, subtitles, and width, and apply filters to customize the displayed data using the Edit function in the 3-dot menu in the top right. The dashboard presents Outcome Reasons in a grid view, allowing users to interact with the information and access tool tips for additional clarity.
Toggled to Win Reasons
Toggled to Loss Reasons
Toggled to No Decisions Reasons
Example Use Cases
- Understanding Win-Loss Patterns: Users can analyze outcome reasons to identify recurring patterns in their wins and losses. By examining criteria such as sales drivers or solution capabilities, they can determine which factors contribute most significantly to their success or failure.
- Informing Strategic Decisions: Armed with insights from Outcome Reasons, users can prioritize initiatives based on their impact on outcomes. For example, a product manager can prioritize features or enhancements based on criteria that frequently influence winning deals.
- Deep Dive Analysis: Users can drill down into specific outcome reasons to uncover underlying insights. By clicking on attributes, users can access detailed feedback and buyer insights related to specific criteria, facilitating a deeper understanding of the factors driving outcomes.
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