Introduction

Want better sales insights? Start your win-loss program the right way with clear goals, teamwork, and smart deal choices.

What's the problem it solves?

Many companies launch win-loss programs without clear goals or support from key teams. This leads to messy data, wasted time, and unclear results. This article helps you build a solid plan so your win-loss program brings real value.

Quick Summary

This guide explains how to build a strong base for a win-loss program that helps companies learn why deals are won or lost. It starts with getting the right people on board. Leaders from sales, marketing, product, and the executive team all have different needs, so you must show them how this program will help them succeed.

Next, it explains how to set specific goals for your research. These goals should be tied to company priorities and help teams take real action. The guide shows how to use simple surveys to gather ideas from different teams and shape useful learning questions.

Finally, it talks about choosing the best deals to study. Focus on recent, important, or competitive deals. Organize your research well so it’s easy to spot patterns. With this plan, your win-loss program will give clear answers that help your team grow and improve over time.

Key Takeaways from the article

• Get support from leaders in sales, marketing, product, and the executive team before starting.
• Use simple surveys to find out what questions each team wants answered.
• Create goals that are clear, useful, and linked to real business outcomes.
• Focus on analyzing recent and competitive deals that went deep in the sales process.
• Divide your research by segments like deal type or company size to spot trends.
• Share positive feedback from wins to build trust and support from the sales team.
• Organize your programs with clear names so trends are easy to track.
• A strong start means better results and less confusion later on.

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