Category Archives: win-loss review

August 13th, 2012

How to get Real Value from Win-Loss Reviews by Sharing Insight Learnings

Win-loss reviews

This final step in the win-loss review process is the equivalent of the all-important follow through: whether you’re swinging a baseball bat or golf club, you don’t stop the motion once you’ve made contact with the ball. To get the best results, you continue the motion to fulfill the arc to completion.

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August 3rd, 2012

Overcoming CYA – Who Should Really Own the Win-loss Review Process?

win-loss review

Many companies manage by numbers, which are important, but far from comprehensive. What’s the story behind the data? If your sales team is winning more pitches than they lose, you might consider leaving “well enough alone.” Something’s going your way, so don’t tinker with success, right?

Wrong. Even if you have a winning success rate, you still need to know what’s working well so that you can capitalize on it. And if you’re losing, find out what needs to change in order to turn those stats around.

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