Win/Loss Reviews are essential to any company’s sales strategy. The wealth of information gained from Win/Loss reviews allows managers to focus on the key areas to coach and mentor their sellers.
When conducting Win/Loss reviews there is one key question: Who knows the real reasons why your company won or lost a deal? And the answer is: Your buying influences inside the company you are selling into.
CRM plays a huge part in executing Win/Loss reviews. Your CRM system should contain all the opportunities you have won or lost over a select period of time. By making a list of all opportunities won and all opportunities lost over the last 30 – 60 days, you can create a plan to reach out to key buying influencers and interview them on why they bought from you or did not. Tools like Survey Monkey can put the answers into a database and provide reports, graphs, and charts to show your company where your buyers think you are excelling at solving their business needs or lacking. It can point to specific deficiencies that will enable sales managers to coach to the issues.
A strategic part of ZZ Sales Systems’ Consulting and Advisory Services is to help companies determine why they really win and lose – so they can improve their sales strategy, modify sales messaging, and enable the sales organization to win more business.
If your company needs help to execute its Win/Loss strategy, contact us for a free consult.
ZZ Sales Systems Team!
Tom Lazzaro
719-351-2415
Jerone Jackson
404-918-9524
Comments