What Should You Look For When Conducting a Win-Loss Analysis?

What Should You Look For When Conducting a Win-Loss Analysis?
leadershipteam
Thu, 12/06/2018 – 20:00
“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking the time to conduct a formal or informal win-loss analysis? The answer: too many! 
When I speak with CEO or sales managers, I often ask how many have conducted a win-loss analysis. Not enough hands raise, telling me their sales organizations are racing down the path of insanity.
Perhaps it’s time to slow down in order to speed up to figure out why you’re winning and losing.
There are a lot of data points to consider. Here are three to get you started.
#1:  Origination of the lead. The first question I ask salespeople when debriefing calls is, “Should you have been there in the first place?” Your sales team members can have the selling skills