Successful sales are exciting and receive a lot of attention. And rightfully so. It feels good to be successful and those sales mean you have new clients who are going to need attention.
But the sales you work on that aren’t successful should get some attention as well. They can provide valuable information–namely, the reasons you lost those sales.
Was it because the price was too high? Because they decided to go with a competitor? Because they ultimately decided not to buy from anyone?
Tracking the reasons for lost sales can help you spot trends and choose to address issues that may be keeping you from winning more sales.