Sales Performance · Module 08

Sales Intelligence

Spot Risk and Learn From Every Deal

This trail covers three tools in one place: Deal Health, Win/Loss Analysis, and Competitor Tracking. Together, they help reps and managers catch trouble early, and learn something from every deal that closes — whether you win it or lose it.

⏱ ~10 min to complete80 pts available🏅 Badge: Deal Intelligence Analyst

About & Business Case #

Why deal intelligence matters #

Raj Kapoor · Sales Manager

"I find out a deal is in trouble when the rep tells me it's already lost. I want to see the warning signs while there's still time to step in — and I want to know why we keep losing to the same competitor."

Deals quietly go cold. No activity gets logged, and the close date keeps slipping — long before anyone actually marks the deal lost. And once a deal does close, the reason it was won or lost is rarely written down anywhere useful.

What this means for you

An early warning on deals at risk, a clear picture of why you win or lose deals, and a running file on every competitor your team runs into.

Implementation #

Three tools, one goal: fewer surprises #

Deal Health #

An opportunity is a deal you're actively trying to close. Every open opportunity gets a health score from 0 to 100, shown as a bar with a label: Healthy, At Risk, or Critical. The score drops when it spots real warning signs — like a close date that's already passed, or no activity logged in a long time. Each deal also lists its specific issues, so a rep knows exactly what to fix.

Win / Loss Analysis #

Once opportunities are closed, this tool tells the story. You'll see your overall win rate (the percent of deals you close out of all the ones you tried), won vs. lost revenue, a 12-month trend chart, and a breakdown by sales rep. If your team records a win reason or loss reason on each opportunity, it also ranks the top reasons deals are won and lost.

Competitor Tracking #

This keeps a simple file for each competitor: their name, website, market share, and — most importantly — your team's honest notes on where you beat them and where they beat you. Reps can check this before a call instead of guessing.

These three work together

Deal Health flags a deal early. Competitor notes help the rep handle objections (reasons a customer hesitates to buy). Win/Loss tells the team afterward whether it worked.

1 Check a deal, then log a competitor #

Open Deal HealthGo to Sales → Deal Health, then click the "Critical" stat card to filter down to only the riskiest deals.

Read the issuesOpen one Critical deal and read its listed issues in the Issues column — that's exactly what the rep needs to fix.

Log a competitorGo to Sales → Competitor Intelligence and click "New Competitor." Fill in Name plus "Our Strength" and "Our Weakness," then click Save.

How to Use #

Day-to-day: reps #

Check your Deal Health before a callFix the specific issues listed — like logging an overdue activity — instead of guessing what's wrong.

Look up the competitor before you dialCheck Competitor Tracking for known strengths and weaknesses so you're ready for objections.

Day-to-day: sales managers #

Review Critical deals weeklyStep in on the highest-risk deals while there's still time to save them.

Review Win/Loss trends monthlyLook for a shifting win rate or a competitor that's suddenly winning more often.

What to try next

Look at the Opportunity Pipeline trail — Deal Health is built on top of the same deal records you manage there.

Quiz #

Test what you learned #

1. What makes an open deal's health score drop toward "At Risk" or "Critical"?

The deal's amount is too large

Warning signs like an overdue close date or no recent activity

2. Where would you check your team's honest notes on a competitor before a sales call?

Win / Loss Analysis

Competitor Tracking