By building win-loss analysis into your sales tracking process, you can learn important lessons about your sales force, your value proposition, and your key competitors, reports Inc.com.
Consider putting together a questionnaire for clients and would-be clients to discover in which categories your company excells and in which it falls short.
But don’t ask reps themselves to reach out for feedback; customers may feel that the request for information is yet another attempt to re-open the sales cycle.
Instead, have your marketing director call customers and ask a few simple questions concerning why your business lost out on a sale.
Photo by warwick.ac.uk.