Who wants to dwell on a major sales defeat? You fought the good fight, now it is time to move on, right? A thorough post mortem can be painful, and there is always the next big deal to chase, another hot prospect in the pipeline to pitch. But moving on without reflecting on why you lost a sale can be a mistake, sales experts say. By analyzing the accounts that got away, a sales manager can uncover underlying weaknesses in his or her offering, identify areas upon which the sales force can improve, and learn valuable information about key competitors.
Companies find that win/loss analysis reveals more than why they won or lost a single deal; they find patterns in the sales process. Inc offers these 7 tips for doing win/loss in your company.