There are a number of reasons why we built the Archive. Firstly, you can simply click on the lead or opportunity in the Archive and immediately reactive and it comes alive again in your active pipeline. Simple as that, no stressing on finding the data.
Secondly, you can learn a lot about individual salespeople by looking at where in the sales process they lose the most leads – for example someone losing a lot of leads in the first stage can mean they are rigorous in their qualification or they are not very good at starting a sales process. Be worth knowing which, we think you would agree? Or you see they are great until the latter stages so maybe closing is an issue. Bottom line is now you have real data to help analyze their strengths and weaknesses.
It is not just the performance of salespeople, however, that you can analyse, there is also the performance of your actual sales process. Again being able to see where the majority of your opportunities are lost in the sales process can provide you with insights into whether you:
need to alter the process (maybe you need to add or subtract a stage)
do some additional training focused on that stage (e.g. how to better move to the proposal stage)
Add additional collateral to the stage for salespeople to use (e.g. customer case studies, templates)