Lost Sales a lost art????

By: Otto Aliffi

Does your organization track reasons you have lost opportunities or business? If so, congrats for being farsighted enough to understand that the market will tell you what it wants, if you listen. When I ask most of our customers how they keep up with lost sales, I hear  3 typical responses:

  1. We don’t.
  2. We are only able to track lost sales of part numbers already in our system.
  3. We track all lost sales and opportunities.

I get way more of the first two than the last. It is important for every company to chart the reasons it loses business, as well as why it earned business!!  So get together and discuss what the customers are saying.

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