Best Practice Report

The Role Of Sales Operations In A Win/Loss Program

January 1st, 2018


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. In this report, we explain the types and benefits of win/loss analysis and the role sales operations plays in an ongoing win/loss analysis program.

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