Success in sales starts with how salespeople interact with their prospects and customers. Knowing the real drivers behind a win or loss decision is one more way to increase sales effectiveness and company-wide success. Win-Loss analysis is the process of contacting prospects and customers at the completion of a sales campaign – whether your company won or lost – to determine what you did right, where you could improve, and what the other competitors did right or wrong.

Win-Loss Analysis provides timely, accurate and unbiased feedback that is designed to motivate and assist the sales force. What your organization does with the information gathered can have a great impact on your ability to win business.

At the individual sales rep or sales team level, Win-Loss Analysis will identify the strategies and tactics being used that are effective as well as the ones requiring improvement. At the sales manager level, Win-Loss analysis will identify trends that emerge as potential threats and opportunities. And at the senior management level, Win-Loss Analysis will identify the strategic, branding, and competitive issues important to their higher-level view of the business.

How is Win-Loss Analysis conducted?
We will work with your organization to design a set of questions that identify all of the issues relevant to your situation. Using these questions as a script, an in-depth and unbiased one-on-one telephone interview is conducted with all key decision-makers and influencers in the account shortly after the conclusion of the sales process. Written surveys can supplement telephone interviews when more detailed information is required.

After the interviews have been conducted and the results formulated, written Win-Loss Analysis reports will be provided for the sales rep/team, sales manager and senior manager levels; each with the information relevant to their needs.