Here's how you can learn from past mistakes and prevent repeating them in future sales.

A quote that resonates with me is from Sheryl Sandberg, COO of Facebook: "If you're not getting any negative feedback, you're not growing." Feedback is essential for sales growth, yet getting people to be candid can be challenging. My approach is to explicitly state that I won't take offense and genuinely value their unfiltered insights. Positive feedback is motivating, but it's the constructive criticism that drives real progress. By actively seeking and applying feedback, you can uncover blind spots and continuously refine your sales skills. This proactive approach minimizes the risk of repeating mistakes and accelerates your journey towards success.

Conduct Win/Loss Reviews • After a major deal is won or lost, conduct a "win/loss review" to understand what went well and what didn't. This allows you to "learn as much as they can about customers' response to your product" and refine your strategy. • Ask key questions like: - What was the biggest factor in the buyer's decision? - How well did we understand and address their key needs? - What could we have done differently in our sales process/messaging? • Unpack how the customer perceived value, who were the key influencers, and what were the deciding factors beyond just price.

An important consideration in adapting your strategy is tailoring your approach based on customer needs. For example, is your customer data focused? Share your expertise by coming prepared with relevant statistics and industry trends. Does your customer lack confidence in your product? Provide social proof with relevant customer success stories, testimonials, and case studies. Is your customer price-conscious? Emphasize the value of your product by explaining how it solves their pain points.

Creo que adaptar las estrategias es de vital importancia, si bien hay mercados y estrategias que se mantienen relativamente estables durante cierto tiempo, en un mundo tan vertiginoso y cambiante como el de hoy, incluso se hace necesario reconsiderar el producto, mercado y estrategia. El año pasado me preocupo trabajar en una compañía, que está invirtiendo millones de pesos Chilenos, en un modelo de venta en frío, arcaico y engañoso, literalmente un modelo insostenible y con un producto malo y aún así la compañía está invirtiendo en esa área que ya esta reflejando bajas y malas ventas y además una rotación de personal mensual importantísimo. Es necesario el espacio para adaptarse.

Adapt Strategy Based on Learnings • Use the insights gained from win/loss reviews and customer feedback to adapt your sales strategy, messaging, and enablement accordingly. • Focus on areas where you fell short, such as lack of tailoring, misunderstanding buyer needs, or misaligned expectations. • Provide additional training to your sales team based on the lessons learned, as recommended in The Sales Learning Curve.

La tecnología efectivamente puede ser de mucha utilidad. Pero siempre que sea bien utilizada. Siento que en los mercados actuales, con la conectividad global y acceso a un sinfín de información. Quedamos expuestos a muchas aristas que no siempre logramos manejar y mucho menos medir su impacto al momento de tomar decisiones. Lamentablemente las empresas al intentar avanzar de manera acelerada y lograr resultados para que se luzca el Gerente de turno, provocan muchas veces que la operación no sea óptima, lo que termina en reclamo de cliente y finalmente en un resultado que resta en vez de sumar. Al implementar una mejora tecnológica, es vital medir el impacto y velar que los equipos y áreas estén enterados y trabajando de manera mancomunada.

In sales, true growth comes from embracing mistakes as learning experiences. The key? Listen more, talk less. This principle applies not only to understanding customers but also to self-reflection and seeking feedback. By stepping above egoistic noise, we raise our awareness and gain valuable insights. Introspective, non-egoic listening allows us to adapt and improve continuously. Remember, there are no mistakes, only opportunities to learn and grow. Let's commit to listening deeply, reflecting honestly, and embracing every experience as a chance to become better. #Sales #GrowthMindset #Leadership #ContinuousLearning #SelfImprovement

Escuchar es sumamente relevante, lamentablemente por trabajar a ritmos y crecimientos acelerados, muchas veces las empresas se pierden en la gestión diaria, no dan el espacio suficiente para análisis y tampoco escuchan a quienes deberían escuchar. He visto como muchas veces un analista o un administrativo tienen buenas ideas, porque "viven y respiraran" el negocio a diario. Sin embargo, he visto como muchas veces no son escuchados. Lógicamente no todas las ideas son buenas o realizables y ahí es cuando los tomadores de decisiones deben hacer bien su trabajo, pero si es importante escuchar.