HOW TOINCREASESALES

THROUGHWIN/LOSSANALYSIS

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

DON'T BE BLINDSIDED BYTHESE 5 AVOIDABLE

DOWNFALLS IN BUSINESS 

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

LEARN ABOUT REVENUE PREDICTOR℠