The end of the year marks a time of reflection — for individuals, for communities and even for B2B sales performance.
All B2B organizations keep a pulse on sales numbers, and most review these against yearly and quarterly benchmarks as well. But there is a distinction between reviewing how well your salespeople may or may not have met the mark and gaining real insights into what is working and what is not.
Where does the difference in review come into play?
Rather than breezing through numbers and making a rally cry of doing better, you must learn to sit in the discomfort of your losses to truly come out of them for the better. Sales teams need to dig deeper to uncover actionable insights and effective strategies of change. And there are three areas your losses should inform and affect into the future.
Create More Compelling Use Cases
The first step to
