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What is Win/Loss?

Win/Loss analysis is a high level qualitative research service that provides accurate, truthful and unbiased analysis of the real reasons behind the win or loss of any sales campaign. Win/Loss analysis provides feedback in a positive manner helping to motivate and drive the sales force; it identifies areas of strength in both sales performance and product areas, this is especially useful when new accounts have been won outside of normal business sectors - allowing you to grow new business opportunities and refine product and technology features.

Win/Loss analysis will also draw attention to areas of improvement and though it should not be seen as a witch hunt, win/loss will provide feedback on the effects that poor sales performance and product/technology areas have had on an account. Win/loss will also address wider commercial issues that need to be brought to the attention of senior management. Win/Loss provides real economic benefit to any organisation that implements it effectively.

Why Win/Loss

Win/Loss analysis provides the information that will help senior management make strategic decisions. In addition it will help bring to your attention issues that need to be addressed immediately to satisfy your customers needs and win more business.

Win/Loss analysis provides two distinct types of information:

Specific information at an account level
	Tactical recommendations on further potential within the account
	Insight into effectiveness of sales approach and account management
Cumulative strategic feedback
	Brand positioning and perceptions
	Product development
	Commercial business model including channel and partnership issues

Links

Win/ Loss

Key Benefits / Why use a third party

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