Once you’ve decided to tackle win/loss analysis as an organization, the next natural step is to invest some time and thought into how you will go about collecting the data. Win/loss interviews – whether they’re run internally or by expert agencies – are fantastic resources for in-depth understanding of buying decisions. The natural partner for this qualitative information is consistent internal win/loss quantitative data from across your sales team.
But what data should you be collecting in your Customer Relationship Management (CRM) solution? And when should salespeople be asked to fill them out? Below, I detail some of the fields that you will want to ensure you have in your CRM, as well as some accompanying choices and considerations.