No Win/Loss? Blame…


As promised here are the results from the Win/Loss poll I ran last week.

First, thanks to all those who responded.

The question was:

Why are you not performing Win/Loss analysis?

Here are the high level results:

winloss3

As you can see, the most common answers are:

  • Got way too many other things to do. (24%)
  • I don’t know how to do it (24%)
  • Other (29%)

Many of the “Other” responses looked like this:

  • Our sales tracking system is screwed up
  • Sales rarely allow access to losses
  • Reluctance by sales to let us in
  • Sales lies when recording win/loss reason
  • Hard to collect loss information from sales
  • Sales is supposed to do it but doesn’t and won’t let me  do it.

See a pattern? So why are we not doing more Win/Loss?

  1. A lot of PMs are busy, but are they productive? What one or two things can you not do and instead replace it with Win/Loss analysis to gain insight into the market?
  2. A lot of people stated they don’t know how to do it — this is not surprising as who teaches how to conduct Win/Loss?
  3. Sales is blocking the way — again not surprising, but rather frustrating.

Note to sales: You’re losing money by blocking PMs access to Win/Loss.

Saeed

P.S. To the person whose response was:

I do it… why is this not an option?

I will say the following:

  1. Thanks for participating in the poll
  2. Congratulations for being one of the few who actually does Win/Loss
  3. Read the question again! It was specifically about why people AREN’T doing Win/Loss.
Advertisements

5 responses to “No Win/Loss? Blame…

  1. In other words, doubts about the data quality cast a dark shadow over win/loss analysis. Fair to say?

  2. For those of you responding, “We don’t know ho to do it,” please download a free report titled,” The 8 Rules of Successful Post-Decision Interviews.” Go to: http://www.salescycleanalytics.com/signup-report.php. Enjoy!

  3. Pingback: What’s the deal with Win/Loss Analysis? « On Product Management

  4. Pingback: How to get a lost account to speak with you « On Product Management

  5. Pingback: Happy (belated) birthday to us (again)! « On Product Management