Using loss interviews to improve performance

05/13/2013 | Sales Benchmark Index

You can identify critical areas for improvement by interviewing prospects who, for whatever reason, have decided not to buy from your business, writes Drew Zarges. Make sure whoever conducts the interviews is impartial and asks follow-up questions to uncover valuable insights, he writes. "[C]ombine the data from interviews over a specific timeframe and search for common trends. Prioritize the gaps you need to fix," he recommends.

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