Browse > Home / Project Management News / 01/29/07 Tip of the Week. Sales Process: Tip 10 - Conduct formal loss reviews.

01/29/07 Tip of the Week. Sales Process: Tip 10 - Conduct formal loss reviews.

January 29, 2007 from Mark Perry

Vote This Post DownVote This Post Up (No Ratings Yet)
Loading ... Loading ...


Many sales organizations review losses to determine what went wrong, why the sale was lost, and what could have been done differently. Too often, however, these reviews are informal and tend to summarily brush off the details with little interest in identifying problems, recommending corrective action, and determining if any error or negligence was committed. It is much easier to say that the loss was on account of pricing or product problems. Formal loss reviews, especially for significant losses, are a valuable way to address sales process problems, individual performance issues, and to benchmark the competition.


Read more in Project Management News .

No tag for this post.
Reminder : PMToolbox has ZERO tolerance to copyright violation and agrees to follow strictly PMI's Professional Responsibility. That's why each post on this site includes a link to the original version at its source site.

Related Posts

Comments

Got something to say?