{"id":15194,"date":"2015-04-09T08:46:47","date_gmt":"2015-04-09T08:46:47","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=15194"},"modified":"2025-09-08T12:12:51","modified_gmt":"2025-09-08T16:12:51","slug":"analyse-des-gains-et-des-pertes-2","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/fr\/solutions\/conseil-en-strategie\/analyse-des-gains-et-des-pertes-2\/","title":{"rendered":"Analyse des gains\/pertes"},"content":{"rendered":"\n

Win\/Loss Analysis Solutions<\/h1>\n\n\n\n
\"SIS<\/figure>\n\n\n\n

<\/p>\n\n\n\n

Sometimes a great sales person can sell an inferior product or service.<\/h2>\n\n\n\n

Other times it seems a product can sell itself like snow shovels in a blizzard, or \u201canything\u201d from Apple.<\/p>\n\n\n\n

Many products and services are fairly simple and straightforward (e.g. hand tools, lawn care). As a result, a sale is often based on price and perhaps also on salesperson\u2019s appearance or personality.<\/p>\n\n\n\n

However, when there are complexities, more than one decision maker, and uncertainty, many other factors may contribute to who ultimately wins or loses the business.  This complexity is more pronounced in sectors such as machinery or a global telecommunications network with many features, functions and specifications.<\/p>\n\n\n\n

Win\/Loss Analysis<\/strong> is a methodology by which a company can examine and better understand why some sales are won while others are lost. And armed with such knowledge, it should be possible to map a path toward improving the odds of success.<\/p>\n\n\n\n

Uses of Win\/Loss Analysis<\/span><\/h2>\n\n\n\n

In business, it is common to think that \u201cYou win some, you lose some.\u201d  In Win\/Loss, the key question is<\/span> <\/span>WHY.<\/span><\/strong>  <\/span>Even if sales are at an acceptable level and meeting their goals, you might still want to know what is or is not differentiating a win from a loss.<\/span><\/p>\n\n\n\n

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How to Conduct Win\/Loss<\/span><\/h2>\n\n\n\n
\"SIS<\/figure>\n\n\n\n

<\/p>\n\n\n\n

Start with objectives or specific goals that are measurable (metrics are invaluable since a baseline should be created and monitored).<\/span><\/p>\n\n\n\n

The process then requires development of a comprehensive plan which will ask and seek answers to questions about wins versus losses.  <\/span>At this point, a framework for analysis of findings should also be created.<\/span><\/p>\n\n\n\n

Topics and questions that may explain win\/loss conditions include:<\/span><\/p>\n\n\n\n

Potential Reasons for Lost Sales<\/span><\/h2>\n\n\n\n