Do you do your own? Would you be upset if someone else in the company did this on your wins and losses?
Win/Loss Analysis
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It's better to know this whether you analyze yourself or someone tells you so you know what you're doing good/bad and where the learning opportunity is.
I mean, I don't know how someone else could do it.
I would appreciate it.
With some deals, you just can't tell if they died because of fundamentals (budget, no exec buy-in, etc.) or if they died because someone said something weird on a call (sales engineer not giving enough confidence about the solution, sales leader coming across like things are black/white when it's negotiable, etc). This give you clarity, something you can fix and move on.
I get why some others wouldn't want it, but if this feedback helps you to win just one more deal in the future, why shit on it? That's one more commission check.
With some deals, you just can't tell if they died because of fundamentals (budget, no exec buy-in, etc.) or if they died because someone said something weird on a call (sales engineer not giving enough confidence about the solution, sales leader coming across like things are black/white when it's negotiable, etc). This give you clarity, something you can fix and move on.
I get why some others wouldn't want it, but if this feedback helps you to win just one more deal in the future, why shit on it? That's one more commission check.
Why would I be upset?
I wondered the same. One leader said reps wouldn't like others calling into their accounts. Struck me as odd, especially if it could be helpful for future ops.
Wait, why are others calling?
Because the reps aren't doing it. The company is looking to verify their GTM strategy, understand why customers are buying or why they aren't. Some sales leaders don't want to bring in another group to do it, even if they get more details from a 3rd party that the customer wouldn't share directly.
Hmm, that adds a wrinkle.
Not sure how I would feel about "strangers" calling closed lost deals and asking for feedback. Also don't know how many non-customers would be willing to give valid feedback.
Not sure how I would feel about "strangers" calling closed lost deals and asking for feedback. Also don't know how many non-customers would be willing to give valid feedback.
We have a third party run ours, when a prospect agrees to it.
Which is actually nice, as if I'm pipeline building, I sure as heck don't want to spend a lot of time chasing a lost opportunity down to find out why exactly they went with another company.
I'd say about 10% of the time they get a response - so imagine the time suck chasing a lost opportunity down is. For no revenue. No thanks.
Which is actually nice, as if I'm pipeline building, I sure as heck don't want to spend a lot of time chasing a lost opportunity down to find out why exactly they went with another company.
I'd say about 10% of the time they get a response - so imagine the time suck chasing a lost opportunity down is. For no revenue. No thanks.
I should clarify: we do our own win analysis. We're in touch with the customer after they buy, they are open to discussing. When it comes to the losses, that is when we have the 3rd party come in.
I see it this way also. Worst case, an unsold deal stays unsold. Best case, they cough up an objection that wasn't addressed.
Yeah, we like the data, which can help us address whatever the gap or issue may be. Or not. Sometimes itโs a ๐คทโโ๏ธ.
Not sure the feasibility of someone else doing it without shadowing every call and touchpoint. It could be helpful to see what others opinions are but you definitely need to do your own too
I do not, as losses tend to be specific to product or price. If others do this for me, so be it.
Are they simply creating reports or going through and analyzing every deal both from a quant and qual perspective?
It is a very in depth review, customer interviews, contract review, etc. Really digging in to see if customers are buying the way the company thinks and more importantly trying to understand why prospects aren't buying. Very detailed, not a stick to use against the seller.
This sounds overly complex, but Iโm not going to expect a rep to do this for themselvesโand nor should they.
Unbiased feedback would be extremely valuable. We are too close to our deals to really see all the areas of opportunity. Of course you have to be open to this type of honest feedback for it to be effective.
Great take. This is actually what I'm trying to do for companies as I spin up my own consulting gig.
Nice, I also run a SaaS Sales consulting company. Let me know if I can help, good luck!
If there intention was good, I would be ok
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