Following the 3-0 defeat on Saturday by Man Utd, I guarantee that this morning the Liverpool manager, team, coaching staff and lots of the club will be analysing exactly why they lost. They will be studying video, having team discussions, considering strategy and analysing every aspect of the game and their preparation in minute detail to understand why they lost. They may not come up with all the answers but it’s a process that they go through after every game and they learn from it.
So why am I writing this, well Liverpool are one of the greatest football teams in Europe and they analyse every game whether they win, lose or draw, but very few companies or sales teams do sales win loss analysis, why is that?
Yes there will often be a discussion with the sales team about the outcome and the sales person will usually ask why they lost but for many companies that is as far as it goes. If one of the reasons successful sports teams or individuals are successful is that they analyse every result win, lose or draw to learn from it, then think how powerful sales win loss analysis could be for your business and your sales success.
Successful sales is all about bringing key elements together to beat your competition. This includes marketing, lead generation, sales support, sales documentation, the sales team and managing the sales process. If any of these are wrong then at best you are on the back foot at worse you lose the sale to your competitors.
This is where good sales win loss analysis comes in. It’s a tool for you to use to understand what you did well and what you could have improved in each of your previous sales situations. It has one goal – to help you close more sales going forward.
Sales win loss analysis can be used at any stage in the lead generation and sales process and will certainly be illuminating as to exactly what your prospects and target market think of you.
Over the next couple of weeks we will be looking at exactly what benefits you can hope to achieve from sales win loss analysis as well as how you go about starting sales win loss analysis.
