# Reading a quote graph — Radexus

> What your quote data can tell you that your CRM dashboard cannot.

*Source: https://radexus.com/guides/quote-graph/*

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[Guides](https://radexus.com/guides/)  /  For sales leaders

# Reading a quote graph

What your quote data can tell you that your CRM dashboard cannot.

- Written for: **For sales leaders**
- Length: **12 pages**
- Reading time: **10 min**

In this guide
- [One. What share of open value has had no event for twelve days?](#h-0)
- [Two. What is your loss reason distribution?](#h-1)
- [Three. What does your best rep's cycle time look like against the median?](#h-2)
- [Four. What happens after a discount?](#h-3)
- [Five. Which quotes were never revised at all?](#h-4)
- [Before you trust any of it](#h-5)

[Download](https://radexus.com/downloads/radexus-quote-graph.txt)

Five questions to ask of one export, and the handful of definitions you need to settle before any of the answers can be trusted.

Export every quote issued in the last twenty-four months with its revisions and final status. That single file answers more than most dashboards, provided you ask it the right five questions.

## One. What share of open value has had no event for twelve days?

In most companies this is between a quarter and a third, and almost nobody knows it. These are not lost deals, they are unattended ones, which is a different and much cheaper problem.

## Two. What is your loss reason distribution?

If price dominates and the field is mandatory, you do not have loss reasons. You have a required field. Nothing about why you lose can be learned from it until that changes.

## Three. What does your best rep's cycle time look like against the median?

Compute the same metric per person. The gap between your best and your median is the size of the opportunity, and the method that produces it is currently held in one person's head.

One export of every quote issued in twenty-four months answers more than most dashboards.

## Four. What happens after a discount?

Segment revisions by the size of the price change. In several engagements a discount past a threshold, without a specification change, has predicted loss rather than win. If that holds for you, your discount policy is funding your losses.

## Five. Which quotes were never revised at all?

A quote that goes out and is never touched again is usually a quote nobody believed in. The volume of these is a measure of how much effort is being spent on requirements that were never real.

## Before you trust any of it

Settle four definitions with finance: what makes a quote open, when it becomes dead, whether revisions count once or separately, and whether tender business belongs in the same population. Without those, every number above is arguable and will be argued.

**Take it with you**

Full text, no form, no email capture. Print to PDF or download as plain text.

[Download text](https://radexus.com/downloads/radexus-quote-graph.txt)Print or save PDF

**Use this on us**

Every question in this guide is one we expect to answer. If we cannot, that is information you should act on.

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