2. Data Behind Deals
What was your greatest loss?
How many did you lose?
Who did you lose to?
Where did you lose the most?
Why do you keep losing to…?
Why do we commonly not spend as much time studying our wins?

3. Data Behind Deals
What was your greatest win?
How much less time did you spend studying the win versus the loss?
Why do we commonly not spend as much time studying our wins?

4. Data Behind Deals “Trigger Events” in 3 Categories
Bad Experience …with product, service, or people
Change/Transition …in people, places, or priorities
Awareness …of a need to change due to legal, risk avoidance, or economic reasons

5. Data Behind Deals

6. Data Behind Deals

7. Data Behind Deals
Craig Elias, co-author of “SHiFT” created his own Won Sales Analysis
Two Types of Data
Qualitative (Remember the trigger events)
Best gained by interviewing the customer
What event…When did the event…Why me
Quantitative

8. CRM Won-Sales Worksheet
Data Behind Deals
How do I assimilate all of this data in my territory?
CRM
Won-Sales Worksheet

10. Data Behind Deals
Some things to gain from doing your Won Sales Analysis:
Identify: Is there one event driving these buying decisions? What questions did I ask to discover this?
Find: Was there a specific time of year these events happened?
Close: Top 3 reasons people choose us were…. Is this because of my messaging or my territory’s demands?
Improve: How do I make it easier to become my partner? In my future sales processes, when should I speak to this?
Classify -
Demographics: Am I selling to the same district size? Do I speak to the same administrator? Why…comfort/familiarity/easy
Source/Type: How do I generate my business? Is my implementation, or competitor, the same? Why….
Sale: Is my average above/below corporate? Do I discount? Is there room to grow with multi-years? Do I have “a” lic type? Why…
Cycle: Can this be shortened? How…
PD: Do I sell enough? Why/Why not…
Robin: Do I use them? How well? Do I have a favorite…why? When in my sales process do I get them involved?
Funding: How many funding sources do I gain per deal? What prospects have a large amount of most frequent funding source?
# of meetings: Do I involve the right people in 1st meeting? Do I need more meetings because I work more/better with influencers?