Do You Know Why You Are Winning or Losing?

Denver-Based Sales Leadership Development Available Nationwide

Posted: November 28, 2011

It’s a good time of the year to prepare for 2012. The key word in this sentence is preparation, which is what separates top salespeople from average salespeople. The economists are predicting that 2012 will be a good year for business. Will it be a good year for you in sales? Preparation for 2012 means looking at the previous year and conducting a win-loss analysis on business. Without such analysis, you are bound to repeat mistakes in tactics and strategies. For example, should you have even set and run various appointments? If you know you sell on value, what is the reason you keep meeting with cheapskates and price shoppers? If you know that you need to meet with the economic buyer in order to put together a proposal, what is the reason you wrote five proposals that went nowhere because you got stuck at the user level? Each year we take a look at our business and analyze three things: • What sales activity is giving us the greatest return? If a particular association involvement isn’t paying dividends, we drop the membership. • What is the common theme and data in business that we won? How do we include that criteria in our qualification process to insure we are setting appointments with only the highest value opportunities? • Where and why did we lose business? Based on that data, what tactics or strategies do we need to learn or simply get better at in order to increase the win ratio? Get prepared and win more business in 2012. As the old saying goes, “If you keep doing what you are doing, you will keep getting what you are getting.” Good Selling! Colleen Stanley Chief Selling Officer