The win/loss debrief is a learning tool. The purpose of this tool is to ensure that receiving client feedback, both positive and negative, becomes a disciplined part of the sales process and increases your win ratio over time. These client conversations are rich in insights that inform the sales process going forward. They also demonstrate that you are listening, open to constructive criticism and willing to hear great ideas. Conduct at least one win (or loss) debrief with a client and fill out the “Win/Loss Debrief” Worksheet. If you do not work in sales, you can still use the Win/Loss debrief to your advantage. Think back on a time where you were performing on behalf of a team. It could be sports related, or even a project that you started with your family. Use the Win/ Loss Debrief tool to assess if you “won” or “lost” in that situation and what you can do to “win” in the future. Save your completed copy of this worksheet, as you will need to turn it in as part of a peer review at the end of this course. Linked Worksheet: Win Loss Debrief
Note: We highly recommend that you type your answers in a separate document if you cannot type into the pdf, especially if your handwriting is difficult to read.
The Sales Toolkit is designed to equip you with step-by-step guidance to help you succeed at each and every step of the sales process. It provides the tactical tools you will need, as well as commentary on how to apply the right focus to each step of the process.
