Win Loss
Analysis
Win Loss Analysis - the detailed investigation and customer interview process, is crucial to the success of a high-performing sales team. It is crucial to understand why a sale was lost so that you can avoid repeating the same mistakes. It is equally important to understand why you won a deal - so that you can ensure your team keeps doing the same things in the future.
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Our Win Loss Analysis service brings a unique independent approach to loss reviews and loss interviews. As a trusted third-party, we can ask the difficult questions that your sales leaders simply will not get an honest answer to.
Win Loss Analysis
Any Account
We conduct our loss interviews or win interviews with the accounts that you choose. Any local or global account is in play. It's important to conduct as many interviews as we can so that we can quickly understand what is working and what needs to be fixed. Simply tell us the customer name - introduce us, and we take it from there.
Full Write Up
Once we have conducted the Win Loss Analysis, we will write up our findings after each interview. We will express the opinion of the customer but we will also give you our opinion on what we heard. We will also go further and talk to what we think your team needs to understand. Share the report and learn from each deal.
Presenting Back
We will present back our findings - either after each win loss review, or for larger engagements, at the end of the process. Not everyone enjoys reading a report and we find that talking through our findings helps to engage the team and help them understand what can be done to improve in the future and learn from the loss / win.
What's
Covered?
Our interview teams are all ex-sales - meaning that we know how to run a customer call and we know how to sensitively ask direct questions.
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Each Win Loss Interview takes in the region of 45 minutes and we methodically ask open-ended questions that are designed to allow the customer to talk through his or her situation.
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Our independent position - helping the vendor to improve how they sell, helps the interviewee to speak freely with the aim of helping the vendor learn for future engagements.
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