Chad Dyar is the Director of Sales Enablement at Prometric.  In this conversation with The Collaborator, Chad guided us through how to create a win/loss review process.

1️⃣To do this well, you need to have a tight sales process and clarity of what you are trying to achieve.  Try to start the process right around the contract portion of your process, perhaps a bit earlier.  This is when your sales team introduces you and gets verbal/written confirmation from your main contact that after the deal is done, win or lose, they will chat with your Enablement team about the deal.

2️⃣The win/loss meeting should be around 30-60 minutes in length and be done with the main contact your seller was working with.

3️⃣At the end of win/loss conversation, get permission to reach back out for follow-up as required.

4️⃣So, what are the general areas you walk through during these conversations.

👉What was the buying process like?  What prompted their awareness of the problem? How did you start looking for solutions to the problem?  Who was involved in the buying process?  

👉What competitors did you check out?  How did you determine who to talk to?  What did we do well, our advantages?  What did they do well, their advantages?  


5️⃣Use these conversations to remind the customer of why you are so awesome.  If you lost the deal, make sure you also ask when you can reach back out to them.

There are lots of gold nuggets in here -- Give a listen and remain curious.

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