The feedback company Quicksearch entered into a strategic collaboration with the Sales Management company Prosales
Thanks to Prosale's long experience and research in B2B sales and what characterizes successful sales organizations in combination with Quicksearch's established feedback solutions and market-leading position within NPS programs, a unique analysis tool for measuring and following up Win/Loss has been developed.
By systematically analyzing Win/Loss, i.e. why sales organizations win and lose business respectively, a sales organization's performance can be mapped and evaluated, and from this ongoing improvement work can be started.
Prosales' research on "sales excellence" shows that development-oriented companies that carry out continuous Win/Loss analysis have 5-10 % higher growth and 2-6 % higher operating margin than their competitors. According to Gartner, the third of companies that conduct formal Win/Loss analyzes increase their exit rate with the 50%.
Despite this, there are surprisingly few companies on the market that work with rigorous Win/Loss analyzes today. Tracking the number of wins and losses in the CRM system is not enough, to be competitive you need to understand the driving forces behind them. We therefore saw a hole to fill in Swedish business and decided to combine our skills in order to create an unbeatable offer for Swedish sales organizations.
The customer is the one who gives the best feedback for developing salespeople. The customer survey is linked to Net Promoter Score® (NPS®), to give a direct signal in terms of loyalty and willingness to recommend as well as factors that drive these. With NPS® salespeople can increase their understanding of the customer's needs and become better at navigating relationships. Customer feedback linked to various events in the sales process (touchpoints) helps sellers to "save" positive behaviors and avoid repeating negative habits.
Quicksearch's long experience and methods for NPS® helps companies create a culture that is characterized by constant feedback and active work on closing loops, i.e. to actually act on feedback and produce ambassadors among customers and employees. Quicksearch offers both consulting support and proprietary systems and is dominant in the telecom, retail and finance industries.
The strategic advantages of the Win/Loss analysis consist of higher profits and revenues, more accurate forecasts and a better product, service or solution mix.
Are you curious to know more about how you can increase sales using Quicksearch's and Prosales' Win/Loss analysis tools? Contact Quicksearch's Göran Almén on 070-931 0346 or goran.almen@quicksearch.se alternatively Prosales Markus Ganev on 070-938 38 75 or markus.ganev@prosales.com.
Read more about the tool HERE
