I think most in sales management know all of these points but this article is a great reminder — a list in black and white.
Excerpt: Losing is always hard. Learning you are the loser in the eleventh hour of a deal is a frustrating, humbling, and embarrassing event. If you find yourself in this circumstance, perhaps it’s time to honestly ask yourself if any of the factors above were at the root cause of your loss.
Read full article via Top Reasons Salespeople Lose Business – Steve Martin – Harvard Business Review.