Find and Fix Your Sellers’ Blind Spots
The article emphasizes that since 53% of buyers in lost deals believe the vendor could have won by doing something differently—and sellers' own reasons for losing differ from buyers' reasons 70% of the time—sales managers should rely on actual buyer feedback rather than seller self-assessments to provide customized coaching, monitor performance, and improve win-loss outcomes effectively.
Find and Fix Your Sellers’ Blind Spots
Fifty-three percent of buyers in “lost” deals say that the losing vendor could have won if they had done something differently.
That’s a staggering statistic on its own. But when you dig deeper, the story becomes even more surprising.
It turns out, the reason sellers give for losing those deals versus the reason buyers give is different up to 70 percent of the time! And when you’re using that unreliable data they supply, you can’t coach your sellers on the skills they actually need to improve.
To truly improve your sellers’ performance, you need to start with real customer feedback—not self-assessments. This guide explains how.
Key Takeaways
- Obtain actual buyer feedback automatically after every deal closes.
- Provide customized coaching using a learning and coaching experience tailored to each seller’s specific needs.
- Monitor, measure, and modify revenue performance for every rep and every deal.
With these insights, you'll be on your way to a better win-loss program in no time.