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Tuesday, October 3, 2017

Win / Loss Analysis: Putting Yourself Ahead of the Rest

If you are in sales, you are most likely goal-oriented and performance-driven. Your ability to win business – to convert leads into closed business situations – becomes your report card. And if you are a successful salesperson (or working to become one), you most likely focus on your new situations and pipeline, constantly working the sale and finding the path to closing that piece of business.

How would you like to put yourself ahead of the rest?

Win / Loss Analysis is a game changer. No longer are you just looking at a scoreboard – how many deals did you close and how many did you loss? Win / Loss takes you beyond the score and moves into your performance, helping you learn the real reasons that drove a prospect to a certain decision.

This is information you need to know. The most important way to close more business is to learn what your clients and prospects are thinking at every stage of the sales experience.  With this intel, you can move ahead of your competition by using real, actionable feedback to improve your performance in the next opportunity.

A Win / Loss program will help you:

• Improve your sales effectiveness 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

• Identify areas for improvement within the four key phases of the sales process: building rapport, identifying needs, presenting solutions, and closing the sale

Consider how elevated your sales activity could be if you were receiving in-depth, post-sales debriefs after each and every decision in your pipeline.  After all, if you are in sales, you most likely want to win more business.

So how can you best use Win / Loss? Try some of these helpful resources:

From a Good Sales Call to a Great Sales Call

Common Win / Loss Challenges

Win / Loss Glossary

Win / Loss FAQs