 Win/loss continues to be the cute squirrel in the backyard that we are not bringing into the house.
The reasons (excuses?) for not doing win/loss analysis range from: lack of management support, to no time, to not sure how and no access to customers and prospects. Unless you are in the unique situation where your product is not being sold, how can you turn away from an opportunity to increase revenue? Win/loss analysis is a defining activity for two reasons, product and sales improvements and career development. With respect to the latter, imagine the leg up you will have with future employers if you can recount the results of your last win/loss analysis project. The important thing to remember, you do not have to tackle this alone. There are organizations dedicated to helping you specifically with win/loss analysis and there is technology to help you keep it organized. And the vendors will help you get executive support. I have compiled the beginnings of a list of win/loss resources. Anyone have any other bits and pieces that they thought were useful in helping them begin a win/loss exercise? Blog Posts: Webinars: Articles: Image source: State Symbols USA |
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