Win Loss Analysis

Win Loss Analysis Program

“Why did we lose?” It’s the first question salespeople ask when new business goes to a competitor. For some, there’s no looking back. They simply move on and try again with the same strategy and approach. However, salespeople who are committed to continuous improvement want answers when they lose – they want to know what went well, what could have gone better and what would have produced a more favorable outcome. This desire for competitive insight and perspective often leads to an informal post-decision debrief with the former prospect. Unfortunately, this approach is rarely successful because salespeople typically don’t get the straight answers they need. In fact, we have found that your former prospects only share the complete truth about why you lost their business about 40 percent of the time. That means that in 60 percent of all lost-sale situations, your company and your salespeople never get a complete and accurate explanation or perspective on why you lost and why a competitor won. Without the full story, it is very difficult to improve your performance.

With Anova’s Win Loss Analysis program, your salespeople will understand exactly why they lost and what needs to be done to improve both their performance and your company’s overall presentation of its products and services. Our customized post-decision interview and debriefing process will help you and them get the candid feedback you need to improve and make competitive adjustments. When integrated into your entire product development, marketing and sales process, Anova’s Win Loss program will:

Improve the effectiveness of your salespeople and their presentations by gathering insights that help you better position, package, differentiate and deliver your message
Increase your understanding of how your competitors succeed in new business situations
Identify the key drivers for closing new business
Uncover unmet client needs and new product development opportunities
Track your company’s progress against internal standards
Identify areas for improvement within the four key phases of the sales process – building rapport, identifying needs, presenting solutions and closing the business

Win Loss Analysis Articles

Seven Reasons Sales Managers Should Consider Implementing a Win Loss Program (Salesopedia Article)

Win Loss Analysis: A Strategic Imperative (Strategy Driven Article)

Win Loss Analysis: A Proven Program for Winning More Business (Sales & Marketing Management Magazine Article)

Book review of "From a Good Sales Call to a Great Sales Call" (Competitive Intelligence)

Book review of "From a Good Sales Call to a Great Sales Call" (Blog Business World)

Author Showcase (Salesopedia.com)

Replicate Success (Sales and Service Success Article)

Q&A with Richard Schroder on "From a Good Sales Call to a Great Sales Call" (Blog Business World Article)

Q&A with Rich Schroder on "From a Good Sales Call to a Great Sales Call"

(Salesopedia Article)

Five Proven Ways to Improve Your Post-Decisions Debriefs (Jeffrey Gitomer's Sales Caffeine Article)

How to Learn From Lost Sales & Win More Business (Sales Pro Magazine Article)

Improving Post-Decision Debriefing With Prospects (Master Salesmanship Article)

Three Power Words in Selling (Salesopedia.com)

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