win loss analysis
TRANSCRIPT
D A L E C A R N E G I E
"Develop success fromfailures. Discouragementand failure are two of thesurest stepping stones to
success."
WHY
CONDUCT A
WIN/LOSS
ANALYIS?
SMART COMPANIES
KNOW THERE IS NO
SUBSTITUTE FOR
OBJECTIVE CUSTOMER
FEEDBACK RELATIVE TO
THEIR SALES PROCESS
WIN/LOSS ANALYSIS
HELPS FOCUS SALES
TEAMS, INCREASE
ACCOUNTABILITY &
DRIVE FUTURE
REVENUE GROWTH
SalespeopleRarely AdmitDefeat01
MANY SALESPEOPLE
TAKE FAILURE
PERSONALLY SO THEY
AVOID CLASSIFYING
SALES LOSSES AS
CLOSED IN CRM
SYSTEMS
THE STATUS OF ALOSS OFTEN REMAINS"PENDING" RATHERTHAN EVER FILEDAWAY AS A FAILURE
We CanLearn FromOur Winsand Losses02
STRATEGIC WIN/LOSSREVIEWS HELP COMPANIES IDENTIFYWHAT DOES ANDDOESN'T WORK WITHCUSTOMERS
UNDERSTANDING THESTRENGTHS/WEAKNESSESOF YOUR COMPANY IS THE1ST STEP IN CREATING ASTRONG SALES STRATEGYTHAT DRIVES REVENUEGROWTH
TOP TIER COMPANIESHOLD THEIRORGANIZATIONSACCOUNTABLE ANDPROMOTE A CULTUREOF TRANSPARENCY
CompaniesRarely TellSellers theTruth03
MOST PEOPLE HAVE A
HARD TIME DELIVERING
BAD NEWS. THIS MAKES
THE TRUTH HARD TO
OBTAIN UNLESS
PROVIDED BY OJECTIVE
THIRD PARTY
CUSTOMER FEEDBACK
IT'S CRITICAL THATWIN/LOSS POSTPURCHASE DECISIONINTERVIEWS BECONDUCTED BYSOMEONE WHO HASNO STAKE IN THEOUTCOME
BUYERS OPEN UPMORE TO A NEUTRALTHIRD PARTY WHENPROVIDING FEEDBACKBECAUSE THEY KNOWWHAT THEY SAYWON'T BE USEDAGAINST THEM
InsightwithoutAnalysis isa Waste 04
SUCCESS RELIESHEAVILY IN THEABILITY TO MAKEDATA AND ANALYTICSA CENTRAL PART OFANY BUSINESSSTRATEGY
MUCH OF WHAT WE DOIS GUESSWORKWITHOUT DATAANALYTICS
GOOD DATA = GOODDECISIONS
WIN/LOSS ANALYSISIS CONDUCTEDWITHIN 612 MONTHSOF FINAL SALESDISPOSITION WHILETHE EXPERIENCE ISSTILL FRESH IN THECUSTOMER'S MIND
It's AllAboutConsistency
05
J I M R O H N
"Success is neithermagical nor mysterious.
Success is the naturalconsequence of
consistently applyingbasic fundamentals."
WIN/LOSS REVIEWSYIELD VALUABLEINSIGHTS, BUT ONLYIF MEASUREDEFFECTIVELY ANDCONSISTENTLY
DECIDE WHETHER AREPORT SHOULD BECREATED ON AMONTHLY, QUARTERLY,OR BIANNUAL BASIS
MAKE SURE TOREGULARLY IMPLEMENTMEASURING ANDREPORTING SO SALESDATA IS ALWAYSACCURATE & RELEVANT
THANK YOU
ASCENSION GROWTH & INNOVATIONSTRATEGIES
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