A Lost Deals Retrospective is a focused meeting to review recent lost sales opportunities and identify areas for improvement. By analyzing what went well, what didn't, and why deals were lost, teams can uncover valuable insights to refine their sales process, messaging, and strategies.
This type of retrospective encourages open discussion in a blame-free environment. It helps teams learn from experiences, build on strengths, and address weaknesses. The goal is continuous improvement by turning losses into lessons.
What is The Lost Deals Retrospective
What went wrong?
What factors contributed to losing the deal?
Encourage an open discussion, but avoid blame or finger-pointing.
What went well?
What did we do right during the sales process?
Highlight positives to build confidence and reinforce good practices.
What can we learn?
What key lessons or insights did we gain?
Encourage introspection to identify areas for personal/team growth.
What should we do differently?
How can we apply these lessons to improve?
Develop concrete action items to implement changes.
Suggested Icebreaker Questions
- If you could be a door-to-door salesperson, what would be the worst or weirdest product to sell?
- What's the most memorable or cringeworthy sales call or pitch you've experienced?
Ideas and Tips for Your Retrospective Meeting
- Create a blame-free environment focused on learning, not finger-pointing.
- Involve all key stakeholders impacted by the lost deal for diverse perspectives.
- Document key findings and commit to specific action items for improvement.
- Follow up to ensure action items are implemented and having the desired impact.
- Consider bringing in an outside facilitator for an objective point of view.
- Build in time for open discussion beyond just the core topics.
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