How do you create an ongoing win/loss analysis?

First, don't think of Win/Loss as a project to be done at certain times of the year. It's like a lifestyle change that has be worked into your organization's priorities (...

I recommend a weekly cadence of reaching out to prospects that have completed deal cycles in the prior week. It's okay to skip a week if priorities or holidays intervene....

W/L is a market research tool. It's not a sales performance tool. The goal of W/L is to understand - over a set of sales engagements - why you win, why you lose, who is i...

For continuous win/loss insights, consider combining a once-per-year formal win/loss analysis (eg interviews and scorecarding with decision makers) with quarterly win/los...

I haven't seen a method per se at my previous companies, but going forward, ideally a internal dashboard, collaborative wiki which has the details of why we won, why we l...

Creating an ongoing w/l analysis program can be exciting. There are many things to consider when building a program. I have outlined three below to get you started. 1. ...