Emily Clarke

3 Benefits of a Win/Loss Analysis

In sales, it's great to win, but if you aren't regularly completing a win/loss analysis, you may be fooling yourself. The truth is that, while wins are something to celebrate, they don't really matter as much if they are vastly outnumbered by losses. It's one thing to say you have 100 wins under your belt, but if those winds are coupled with 99 losses, you may need to do some work to lower this ratio.

The good news is that analyzing your wins and losses can provide you with a realistic understanding of where your sales efforts are paying off and where more work needs to be done. This can ultimately help your sales efforts since this analysis allows you to see what changes need to be made to improve your win/loss ratio.

Below you will find three benefits of completing an analysis of your wins and losses:

1. Helps to Learn Customer Behavior

When analyzing your win/loss ratio, take a look at what has worked in the past and compare that against customer behavior. This data can help you see what motivates customers to make purchases versus what turns them away. In obtaining this information, you may also gain a competitive advantage since you can then look at what your competition does to try to counter it based on your knowledge.

2. Provides Useful Training Materials

Sales training plays a big part in building successful sales professionals. When your company regularly engages in win/loss analyses, you can incorporate what's worked into your training for new hires. After you have all of your best practices included in your training, you stand a better chance of creating sales team members who win deals consistently.

3. Helps to Craft Better Offers

When you know what works based on an analysis of your win/loss ratio, you can craft better offers. Since you know what's worked and what hasn't in the past, you're able to shape offers in a way that's more enticing to customers and beneficial to your company's bottom line. Without this knowledge, you may end up wasting time and resources creating offers that don't work out for either.

Author Resource:-

Emily Clarke writes about sales management, engagement and team motivation service. You can find her thoughts at sales motivation blog.