article | October 27, 2012
Win, Lose or Draw – 360 Degree View of Sales
‘A’ Players want to know if wins are trending with lower profitability. They want to know if the sales cycle is lengthening or shortening. They wonder which market segments, verticals, and company sizes are providing them the most success. All of this leads to better usage of sales rep efforts, and better wins in the long run.
A post by my colleague explains in more detail what a win/loss/no decision analysis does.
If you’re new to win-loss analysis, I suggest you check out our free Win-Loss Questionnaire.
How This Applies to You:
Winning more deals is the obvious key to success for an individual, as well as a company. How this is achieved is the part that is less obvious (and more indicative of success). So what’s the plan?
Flip conventional wisdom: Use a win/loss analysis to structure your next deal. Differentiation is always crucial to winning more deals. Using a win/loss analysis as the basis of your entire sales structure could do just that. Stand out above the competition by knowing what will or will not work with your prospect.
So now the question is – how do you achieve that? I’ll look to address this in the following sections.
Why You Need a Win/Loss Analysis:
What does a World Class Win/Loss Analysis Look Like?
It incorporates 4 distinct factors:
This is crucial for a number of reasons. Too many firms want to focus on the big loss and why it got away. This is important for sure. But you also need to know your wins, why they may be trending in a particular direction, or if you ideal customer profile is changing
A good 360 Degree View will focus on all outcomes:
SBI has a team of world class consultants trained to perform this type of service. By analyzing your wins and losses, SBI can pinpoint areas for improvement. These improvements have gone a long way in rejuvenating sales pipelines, elevating conversion rates, and improving revenue.
As with many sales techniques and tools, just the act of undertaking an effort like a win/loss analysis will put you a cut above the rest. Getting the right team to perform this analysis can spell the difference in making your number and not. Get started improving your win/loss ratio today!
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