Category Archives: win-loss review
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.
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.