The Win/loss analysis is a really important part of business. That said, when people think about win/loss analysis, they generally mean loss analysis.

Calling up the customer, asking how did we lose out, what could we have done better, who got ahead of us. This is all valuable information for introducing back into the mix so that we can improve.

Not many companies actually do win/loss analysis, which is a glaring omission in strategy and sales process. The funny thing is, and this even worse, people hardly ever do the win analysis call or meeting. Why did we win? Why did you give us the business? Where could we have improved? These are vitally important questions, and the answers to them are even more important.

I did a short, 20-minute win analysis call with a customer the other day. He said, ‘I’ve been doing this job 9 years, and I handle around 30 tenders a year. This is only the 3rd time someone’s done a win analysis debrief with me.’ So that’s 1 win analysis call every 90 tenders, a fraction over 1%.

The win analysis call is the simplest, most obvious sales call that no-one hardly ever does. I’m in a generous mood, here’s another one: going back to a recent new customer and asking them for 1 to 3 more non-competing sales leads.

This is obvious, right?

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