Win Loss Analysis can make a big difference to sales results. Richard Schroder is a guru on win loss; he shares his insights and recommends specific activities which will result in sales gains. Only 18% of companies in the U.S. have a structured win loss program in place which was one of the reasons he wrote his book “From a Good Sales Call to a Great Sales Call”. He wanted individual sales producers to lean how they can get better on their own. He describes sales win loss analysis as “post-sales etiquette”.  In this podcast Richard provides specific suggestions and wording that you can use immediately.

Richard M. Schroder is president of Anova Consulting Group, a market research, sales training and consulting firm.  He is a sought-after speaker and a recognized thought leader in win / loss analysis and sales training.