A win/loss analysis is a powerful tool – when it’s employed correctly. It can help everyone in the sales organization understand what’s working and what’s not.
It is also an effective way to make sure that tactics are being implemented. Your sales kickoff strategy won’t work without implementation, after all.
The win/loss review is only as good as the data and feedback gathered, however. You need to get the best information possible. Then you need to interpret both quantitative and qualitative data in a systematic way.
It’s easy to get stuck using the wrong approach. Here’s how to conduct a win/loss analysis that results in useful recommendations.