HomeResearch Articles The Role of Sales Operations in a Win/Loss Program

The Role of Sales Operations in a Win/Loss Program

  • Win/loss analysis should be a formal program that is part of the standard sales operating rhythm and reporting cycle, not an ad hoc project
  • Win/loss analysis should include a combination of quantitative and qualitative data to fully clarify the “what” and the “why”
  • Organizations that commit to action on the basis of win/loss output will reap benefits not only in sales, but also in marketing, customer engagement and product development
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