Comments on: Win loss analysis: Is your company batting .300? http://www.bbmarketingplus.com/blog/2009/02/16/is-your-company-batting-300/ Attract better business, shorten the sales cycle, and accelerate revenues Mon, 02 Jan 2012 16:17:22 +0000 hourly 1 http://wordpress.org/?v=3.1.3 By: John Cousineau http://www.bbmarketingplus.com/blog/2009/02/16/is-your-company-batting-300/comment-page-1/#comment-3191 John Cousineau Sat, 27 Jun 2009 00:59:08 +0000 http://www.bbmarketingplus.com/blog/?p=61#comment-3191 Intrigued by your post + agree with your conclusions re: the need for sales teams to more proactively seek the info + feedback with which to improve their batting averages. IMO, one of the keys to doing so is shrinking the time it takes for Reps to discover how much impact (if any) their day-to-day sales efforts are having. New data on what prospects are doing in response to a conversation with a Sales Rep are crucial to such discoveries. When it's clear how productive I am (or not), and that others are achieving better impacts with a fraction of the effort I'm investing, data cynicism will fade and curiousity for learning will be peaked. The stage will then be set for the 'learning from experience' which you've advocated. An example where such learning from experience occured, provoked by such data, is <a href="http://blog.innovativeinfo.com/2008/02/measuring-b2b-sales-productivity-can_12.html" rel="nofollow">available here</a> My thought du jour. Hope it's useful. - John Intrigued by your post + agree with your conclusions re: the need for sales teams to more proactively seek the info + feedback with which to improve their batting averages.

IMO, one of the keys to doing so is shrinking the time it takes for Reps to discover how much impact (if any) their day-to-day sales efforts are having. New data on what prospects are doing in response to a conversation with a Sales Rep are crucial to such discoveries. When it’s clear how productive I am (or not), and that others are achieving better impacts with a fraction of the effort I’m investing, data cynicism will fade and curiousity for learning will be peaked. The stage will then be set for the ‘learning from experience’ which you’ve advocated.

An example where such learning from experience occured, provoked by such data, is available here

My thought du jour. Hope it’s useful. – John

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