Win/Loss Analysis is a product management function, not sales. It is broader than just reviewing what happened with the sales part of the deal. Not only do we need to find out what works and doesn't work during the sales cycle, we need to make sure the product is right (right set of features), the price is right, the messages are right, the sales tools are right, and to find out why we're really winning or losing. All of these are necessary to manage the product effectively.

You should sit down with sales and discuss this activity (we need sales to buy in to this process). Define clear ownership and try to institutionalize it.

Answered by Barbara Nelson