Tie the cadence to how deals actually close: interview within two weeks of the decision so the details are still fresh. A monthly review works well for companies with shorter sales cycles, and a quarterly review fits companies with sales cycles running six months or longer.
How often should a company run win loss analysis?
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About the Author: Jacob Camhi
Jacob Camhi is Vice President of Growth at Vx Group, where he works with lower-middle-market B2B companies on relationship-driven growth strategies.