Win Loss.....It is so damn easy!

Win Loss analysis is important in helping refine the marketing and sales strategy. Where else can you get a better barometer on how well you are doing (or not doing)? But is the feedback you get is honest and meaningful? Understanding that in today's sales environment each sale is treated individually vs. by the masses, how do you interpret feedback that can change your strategy. Obviously pricing and product are two area's that can point out discrepancies but what about timing, relationships, support, service. The following article from pragmatic helps in outlining some key disciplines to effective win loss analysis.