Does This Resemble Your Win-Loss Analysis?
Robert Koehler
GTM Advisor, Independent Sales Consultant, Sales Coach & Trainer, Fractional Sales/ Sales Enablement leader
My favorite movie ending? Burn After Reading
Boss: “JFC. What did we learn Palmer”
Palmer: “I don’t know sir”
Boss; “Well I don’t friggin know either. I guess we learned not to do it again.?
Palmer: “Yes sir”
Boss: “Well I’m [screwed] if I know what we did”
Palmer: “Yes sir, it’s hard to say”
Boss: “JFC” (Closes the case book)
Does your sales team conduct a quarterly win-loss review of 1-2 key deals with the sales/pre-sales team, Head of Sales and other functional leaders?
Do you go back and listen to the Gong recordings for those 1-2 key deals?
The goal is to learn, not judge.
Everyone, sellers, sales leaders, marketing, product management & engineering, can learn.
It will help you get closer to your customers.
NFL teams break down game tape religiously.?
Transportation boards examine any accident or near accident meticulously.
Revenue organizations can do the same.
What is your organization doing?
Strategic Fractional CMO | Reputation Management Specialist | Driving Business Growth Through Marketing Leadership & Brand Strategy | Expert in Customer Acquisition & Digital Presence Optimization | Gunslinger
9 个月Robert, thanks for sharing!
Director, Mid Market Sales at LeanData
1 年I think there are 3 things need to be included and you hint at it ?("Learn not judge"), but I think this deserves to be more closely looked at. 1. Tone - The GTM team MUST have a growth mindset vs a fixed mindset 2. Vocabulary - You mention the NFL -- Another great organization is how the Airlines and FAA deal with incidents - they have a no blame attitude and they speak about it in a very clinical way and remove words that suggest one party was completely at fault. 3. Specified time - Most companies have Friday Pipeline call, that everyone knows NOT to miss. The sames should be once a quarter to review 3 deals. 1 win and 2 losses. I do believe you can learn from wins as well. Not just because they may have followed your playbook, but how and when those elements were executed.