Why We Need a 'Fessed Up' Closed Lost Reason Code

Was thinking about this today and thought I’d share…:) How come we don’t have a closed lost reason code that says “I fucked up” ? Our closed lost deal data is usually shit because we likely don’t even realize it was our fault and if we do, we wont often own our mistakes in the data like that. Unfortunately sales reps are often the reason we lost. Not trying to insult anyone - it’s just the truth. We didn’t - do great discovery - we talked more than we listened - we never crated urgency - didn’t help the champion create an effective business case for the CFO - didn’t multi-thread properly and never understood that Sally loved the competitor and was influential to others All of these things are fixable The first step is admitting this is true The second step is ensuing the process is right The third step is coaching on it. And if you are a CRO / sales leader and you aren’t coaching on it - then its your fault 🙂