Closed won represents a sales opportunity or pipeline deal that successfully culminates in a formal agreement and purchase commitment. Recording closed won deals is essential for tracking sales team productivity and quota achievement.
Strong sales professionals take personal accountability for consistently growing their total number of closed won deals. However, they enter completed deals promptly in CRM and avoid pipeline sandbagging that distorts forecasting.
Analyzing attributes of closed won deals helps identify what worked to replicate approaches. Common won deal qualities include tight alignment to needs, trusted relationships, compelling value quantification, vigorous championing, persistence through evaluation, and strategic competitive positioning. Keeping closed won deal data current enables actionable sales analytics.