What is the difference between “win-loss analysis” and post-decision interviews?
Good question. Win-Loss Analysis is conducted by fewer than 1 out of 5 organizations and is usually discretionary, open-ended, does not use a template to gather findings and is conducted by the sales organization. Post-decision interviews (PDI) are not discretionary and have been woven into the sales organization fabric to continually diagnose sales performance, verify competitive differentiation and to align messaging with buyer bahavior. A PDI qauntifies prospect perception, not client satisfaction, and reached beyond sales performance to verify brand recognition, company attributes, market messaging success and more. To maintain credibility and ensure accuracy, post-decision interviews:
-
Can not be sales focused or conducted by the sales organization, but should be outsourced or conducted by an autonomous sales enablement department;
-
Should be non-discretionary and an iterative process marking the end of a sales cycle;
-
Must be templated by using measurable (ranked, prioritized, and rated) attribute metrics as well as collecting substantiated remarks;
-
Will drive actionable goals for the outcomes in order to change/continue buyer process alignment!
For more detail, download a free report titled “8 Rules of Successful Post-Decision Interviews” at http://www.salescycleanalytics.com/signup-report.php.