{"id":1413,"date":"2008-09-01T07:04:59","date_gmt":"2008-09-01T12:04:59","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/loss-analysis-make-it-part-of-your-discipline\/"},"modified":"2023-03-08T19:46:06","modified_gmt":"2023-03-08T19:46:06","slug":"loss-analysis-make-it-part-of-your-discipline","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/loss-analysis-make-it-part-of-your-discipline\/","title":{"rendered":"Loss Analysis – Make it Part of Your Discipline"},"content":{"rendered":"

We all know how hard it is to get the sales force to review losses. When big deals are lost, it is typical for the reps to feel increased urgency to close the next deal \u2013 the targets aren`t sympathetic. But managers can gain valuable insight from analyzing losses across the force. Good post by Brian Berlin \u2013 Getting to \u201cNo\u201d: How to Vet Your Sales Process to Avoid Lost Deals \u2013 in which he talks the most common negative responses from customers (\u201cwe are going with a competitor\u201d , \u201cwe are not making a decision right now\u201d , and \u201cno thanks\u201d ) and how to improve overall success by putting in place process changes to ensure opportunities are properly prioritized, qualified and developed.<\/p>\n

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