Win/Loss analysis is a process that is designed to give sales teams a better understanding of the factors that contribute to their deals either being won or lost and why this happens.
The primary purpose of a win/loss analysis is to help sales teams become more effective at winning accounts and closing more deals by providing sales execs with valuable insights and real, actionable information on why your customers trust your products and services. By remaining informed, sales teams naturally win more accounts and reduce customer churn.
Win/loss analysis also helps teams leverage their successes to develop optimized approaches and cheat sheets for closing deals. It’s therefore important to regularly conduct win/loss analyses even for teams who rarely lose accounts. Doing so not only helps them to refine their already successful workflows but also prevents them from being too blasé and eventually becoming a victim of their success.