how to increase sales through win/loss analysis...win/loss analysis helps focus sales teams,...

HOW TO INCREASE

SALES THROUGH WIN/LOSS ANALYSIS

D A L E C A R N E G I E  

"Develop success from failures. Discouragement and failure are two of the surest stepping stones to

success."

WHY

CONDUCT A

WIN/LOSS

ANALYSIS?

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

DON'T BE BLINDSIDED BY THESE 5 AVOIDABLE

DOWNFALLS IN BUSINESS

Salespeople Rarely Admit Defeat01

MANY SALESPEOPLE TAKE FAILURE

PERSONALLY SO THEY AVOID CLASSIFYING

SALES LOSSES AS CLOSED IN CRM

SYSTEMS

THE STATUS OF A LOSS OFTEN REMAINS "PENDING" RATHER THAN EVER FILED AWAY AS A FAILURE

We Can Learn From Our Wins and Losses02

STRATEGIC WIN/LOSS REVIEWS HELP COMPANIES IDENTIFY WHAT DOES AND DOESN'T WORK WITH CUSTOMERS

UNDERSTANDING THE STRENGTHS/WEAKNESSES OF YOUR COMPANY IS THE 1ST STEP IN CREATING A STRONG SALES STRATEGY THAT DRIVES REVENUE GROWTH

TOP TIER COMPANIES HOLD THEIR ORGANIZATIONS ACCOUNTABLE AND PROMOTE A CULTURE OF TRANSPARENCY

Companies Rarely Tell Sellers the Truth03

MOST PEOPLE HAVE A

HARD TIME DELIVERING

BAD NEWS. THIS MAKES

THE TRUTH HARD TO

OBTAIN UNLESS

PROVIDED BY

OBJECTIVE THIRD

PARTY CUSTOMER

FEEDBACK

IT'S CRITICAL THAT WIN/LOSS POST PURCHASE DECISION INTERVIEWS BE CONDUCTED BY SOMEONE WHO HAS NO STAKE IN THE OUTCOME

BUYERS OPEN UP MORE TO A NEUTRAL THIRD PARTY WHEN PROVIDING FEEDBACK BECAUSE THEY KNOW WHAT THEY SAY WON'T BE USED AGAINST THEM

Insight without Analysis is a Waste 04

SUCCESS RELIES HEAVILY IN THE ABILITY TO MAKE DATA AND ANALYTICS A CENTRAL PART OF ANY BUSINESS STRATEGY

MUCH OF WHAT WE DO IS GUESSWORK WITHOUT DATA ANALYTICS

GOOD DATA = GOOD DECISIONS

WIN/LOSS ANALYSIS IS CONDUCTED WITHIN 6-12 MONTHS OF FINAL SALES DISPOSITION WHILE THE EXPERIENCE IS STILL FRESH IN THE CUSTOMER'S MIND

It's All About Consistency  

05

J I M R O H N

"Success is neither magical nor mysterious.

Success is the natural consequence of

consistently applying basic fundamentals."

WIN/LOSS REVIEWS YIELD VALUABLE INSIGHTS, BUT ONLY IF MEASURED EFFECTIVELY AND CONSISTENTLY

DECIDE WHETHER A REPORT SHOULD BE CREATED ON A MONTHLY, QUARTERLY, OR BI-ANNUAL BASIS

MAKE SURE TO REGULARLY IMPLEMENT MEASURING AND REPORTING SO SALES DATA IS ALWAYS ACCURATE & RELEVANT

A S C E N S I O N G R O W T H & I N N O V A T I O N S T R A T E G I E S

 uses primary research + statistical analytics to identify why companies

win and loose new business 

ASCENSION

A S C E N S I O N G R O W T H & I N N O V A T I O N S T R A T E G I E S

Ascension Revenue Predictor℠ helps leading companies improve

top line revenue performance.

THANK YOU

ASCENSION GROWTH & INNOVATION STRATEGIES

LEARN MORE ABOUT ASCENSION REVENUE PREDICTOR℠  CALL 404-250-4547 OR CONTACT CRAIG APATOV 

CAPATOV@ASCENSIONSTRATEGY.COM