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12/11/06 Tip of the Week. Sales Process: Tip 3 - Conduct loss reviews.

December 9, 2006 from Mark Perry

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When one of your sales rep loses a major sales opportunity, conduct a loss review. The purpose of the loss review isn’t to place blame, although that may very well happen, rather to identify the reasons for the lost sale, to determine what could have been done differently, and to assess if there are any sales process defects, sale rep execution problems, or competitive exposures. When conducted properly, loss reviews can be an invaluble source of information that can both help to prevent further competitive losses and ensure that the sales team executes effectively.


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