The cost of a failed handover
After a deal is won, it crosses to the people who deliver it. Nobody measures how well that crossing goes, so nobody knows what a bad one costs. This page shows what is at stake, with your figures and our arithmetic. It takes about two minutes.
Before you start, a guess. What do failed handovers cost you a year?
We keep your guess and put it next to your own numbers at the end.
Your numbers
Five numbers you know without looking anything up.
Lost selling time
When an account changes hands, the new owner spends weeks finding out what the last one already knew.
Won deals that move to people who did not sell them, plus accounts that move when someone leaves or a territory is recut.
Think of the last few. We show one week either side of your answer.
Salary, bonus, social charges and overheads.
The arithmetic: accounts, times extra weeks, times what a seller costs you a year divided by 52 weeks.
Revenue at risk
Some handed-over accounts leave at the first renewal, and some are implemented in a way that they never grow.
What an account is worth to you in a year.
Your own view. Zero is an allowed answer. We show one either side of it.
This is a judgement, not a measurement, and only yours goes in here. If you would rather not put a number on it, leave it at zero and the rest still works.
The arithmetic: accounts, times your number out of ten, times annual value.
What failed handovers cost you a year
Not everything in these numbers is the handover. Bad deals, the product and delivery are in them too. Your answer out of ten counts only what you traced to the sale, and nobody can separate it with certainty today, because nothing is measured on the day of the handover. The step below is where that starts.
How we got there
Each range is one step either side of your answer: one week fewer and one more, one account fewer and one more out of ten.
Every figure above comes from your inputs, and each range is one step either side of your answer. Change any of them and the result follows. Change my inputs
One sentence for your leadership team
Built only from what you entered. Copy it as it stands or change it first.
These are the example values. Move them to see your own number.
For context, not for your arithmetic: a published causal study of the nearest comparable event found that a salesperson leaving cost 13.2 to 17.6 per cent of annual sales on the accounts they left behind. It studied one Fortune 500 firm and a departure rather than a won deal moving to delivery, so it is not applied to any figure above. Shi, Sridhar, Grewal and Lilien, "Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets", Journal of Marketing 81(2), 2017, pages 25 to 44.
Nothing you enter is stored and the page sets no cookies. Your figures stay in this tab and are gone when you close it. We count how many people open, start and finish the page, and nothing that identifies you.