Here are the top 7 factors for a successful win/loss interview program.
- High level management commitment.
- Sales management buy-in.
- Field education and sales reps' buy-in.
- Memo from high level manager to field stating expectations that sales reps participate.
- Provide 3x the number of names as the targeted number of completed interviews.
- For blind interviews, CUSTOMERS MUST NOT BE TOLD WE WILL BE CALLING.
- Respond to our status and bugging messages. We are very, very persistent.