Οικονομικά

Cost of inaction

Σύντομη απάντηση

The annual loss caused by keeping current commercial processes, used as the comparison point for the cost of a CRM implementation.

Βασικά συμπεράσματα

Opportunities lost to missing follow-up × average value × win rate
Admin hours per rep per year × hourly cost
The gap between average discount granted and the approved threshold
Annual value of customers lost quietly

Why it is calculated

The usual comparison is between system cost and zero. In reality the alternative is not zero but the cost of continuing as-is: forgotten opportunities, uncontrolled discounting, admin time, and customers declining unnoticed.

The components

Opportunities lost to missing follow-up × average value × win rate

Admin hours per rep per year × hourly cost

The gap between average discount granted and the approved threshold

Annual value of customers lost quietly

How it is used in the decision

Place it next to the 24-month total cost of implementation. If the cost of inaction exceeds the system cost within the first year, the discussion is no longer about budget but about timing.

Πραγματικό παράδειγμα

A team of 20 reps each losing 3 opportunities a month, at an average value of EUR 4,000 and a 25% win rate, loses EUR 720,000 of potential revenue per year.

Ενημέρωση: 2026-07-17

Συχνές ερωτήσεις

Isn't this an artificial number?+

It becomes artificial if estimated. Computed from your own pipeline data and real rep activity, it is as solid as any other management figure.

How do I present it to the CFO?+

Conservatively and with documentation: every component sourced from the system or existing reporting, with assumptions written out explicitly.

Πού ταιριάζει το CRMconnect

Calculator ROI CRM Module pentru vânzări

Θέλετε να δείτε το CRMconnect σε λειτουργία;

Εξατομικευμένο demo σε 30 λεπτά, χωρίς κάρτα, χωρίς δέσμευση.

Σχετικοί όροι