article | January 23, 2017
4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis
In this article, I explore properly utilizing a Win/Loss/ No Decision Assessment to identify gaps in your sales strategy. This is a solid step to transform the sales team into a data-driven sales organization. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
How to Identify Gaps – and Grow from them.
There are 4 main tactics to Identifying the Gaps in your sales strategy. Each deserves a concerted effort on your part, and offers a different vantage point from where you can analyze and discover areas for improvement.
Stages of Identifying Gaps:
4. Customer Survey – Similar to the Win/Loss Interviews, these surveys can provide you with a plethora of knowledge about your own sales process shortcomings. Now that you’ve secured the business and established a relationship, you are free to investigate where you may have stumbled along the way. For example you could ask questions like:
All of these Gap Identification Tactics will allow you to peer into your own sales strategy – at times from an outsider’s perspective – to see what is causing potential wins to become losses or no decisions. In my next post, I will illustrate how you can Analyze and Assess the Gaps that you have Identified to the betterment of your sales strategy.
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