Retrospectives - A Powerful Tool

 

 

 

Question:  What is a "Customer retrospective meeting" and how would I get started?


Answer: A customer retrospective meeting (also referred to many times as a win/loss debrief) is a post-contract award meeting with your new customer...

Answer: A customer retrospective meeting (also referred to many times as a win/loss debrief) is a post-contract award meeting with your new customer.  It’s important to learn from both wins and losses, and I’ve found that customers will almost always grant this type of meeting.  As a matter of fact, just by taking such a pro-active approach is a differentiator for your company.  The meeting is best lead by a sales manager or someone who wasn’t necessarily the main selling person.  That way, the customer feels comfortable giving candid feedback.  The meeting is an opportunity to ask about their decision process, criteria and feedback on your selling process in general.  The learnings should be shared with the selling team and others within your organization that could benefit from the findings.  Lastly, it’s a great time to ask for a reference or a referral, as appropriate.
 small bump in the road can derail your ability to learn from the sales process.


Customer retrospectives are another tool in your kit to improve close ratios and ring the bell more frequently with TOP Line Accounts™ victories!


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