With every deal that our clients’ sales forces win or lose, we perform
a closed-loop process called “win/loss analysis.” To conduct this
process, we interview the client’s sales representatives, as well as
the prospects themselves, in order to gain the customer’s perspective
on the selling process. This win/loss analysis information can then be
utilized to identify and leverage successful selling actions, as well
as to pinpoint and correct any problem areas.
The Shields Group's win/loss
services include the following:
Development of an appropriate win/loss interview script
Telephone interviews with prospects and the client sales executives
alike regarding deals won and lost by the client
Tabulation and analysis of the responses to these interviews
Presentation of the results of this analysis, along with The Shields
Group's
conclusions and recommendations
