Win-Loss.....

Winning and losing is part of life for any Sales Leader. When winning brings a victorious smile, losing leaves a dejected heart. Lessons are learnt from the win-loss analysis and life moves on.

When one wins over with a small margin, it is always a pleasure that the competition was good enough to cherish the win.

But when one loses to competition by a large margin, then multiple questions do arise.  Was the estimation or costing or pricing wrong or was the understanding of the scope of work itself misplaced? When one finds that competition in fact undercut the price to grab the deal desperately, then it is clear that there is a price war. More than the price war, the fear is that the value proposition of the service offering is now disparaged in the market place and the game is spoiled.

Choice now for the Sales Leader is two fold. One may chose to change the course and move to new market and/or new service offering as there is no point to stay on without any fun. Or one may chose to stay on as there is every chance that market will soon realize the gap and trigger a self correction of the price tag for the offered value proposition. And you win again with renewed positioning.

After all who wants to lose in sales?