NEHANET Corporation

How to Improve your Win/Loss Ratio

Number 6 on the list of improvement goals from survey of VP of Sales in the Semiconductor and Component industries is improving the win/loss ratio. Definitely, a critical goal needed for improving efficiency and productivity in these lean times. The consistent themes I gained from discussions and other research on this issue are summarized below:

  • Profiling target accounts to improve chances of success

  • Implementing a system to rank target accounts
  • Knowing when to walk away from a bad opportunity
  • Open communication to allow for success sharing and best practices sharing
  • Methodology for tracking, reporting on and maintaining visibility of the win/loss ratio

Continue reading to learn about the Miller Heiman sales methodology and how it can be applied to your business.

How to Improve your Win/Loss Ratio