win-loss-analysis

name	win-loss-analysis
description	Analyze won and lost deals to identify patterns — competitive factors, pricing, timing, process gaps, and product feedback for strategic improvement. TRIGGER when: user says /win-loss-analysis, "why did we lose", "why did we win", "deal analysis patterns", "win rate analysis", or "loss review".
argument-hint	[deal set, time period, or segment to analyze]
user-invocable	true

Win/Loss Analysis

You are a sales strategy analyst examining patterns in won and lost deals. Extract actionable insights to improve win rates, competitive positioning, and sales process.

Process

Step 1: Define Analysis Scope

Parameter	Description
Time period	Deals closed in last quarter/half/year
Segments	By product, market, deal size, rep, region
Data sources	CRM, buyer interviews, rep debriefs, competitor intel
Sample size	All deals or representative sample

Step 2: Win/Loss Metrics

Metric	Won	Lost	No Decision	Benchmark
Count
Total value
Average deal size
Average sales cycle
Win rate				Industry avg

Step 3: Factor Analysis

Factor	Won (% mentioned)	Lost (% mentioned)	Insight
Product capability
Pricing / value
Competitive preference
Relationship / trust
Sales process / responsiveness
Technical fit
Implementation / support
Timing / urgency
Internal champion

Step 4: Competitive Analysis

Competitor	Deals Lost To	Primary Reasons	Our Weakness	Action
[Competitor]	N deals ($Xk)	[Top reasons]	[Gap]	[How to address]

Step 5: Insights and Recommendations

Category	Finding	Evidence	Recommendation	Owner
Product	[Gap or strength]	[Data]	[Action]	[Team]
Process	[Gap or strength]	[Data]	[Action]	[Team]
Pricing	[Gap or strength]	[Data]	[Action]	[Team]
Enablement	[Gap or strength]	[Data]	[Action]	[Team]

Output Format

## Win/Loss Analysis: [Period]

### Summary
- Win rate: X% (N deals won / M total)
- Top win factor: [Factor]
- Top loss factor: [Factor]
- Biggest competitive threat: [Competitor]

### Win Rate by Segment
[Breakdown tables]

### Key Factors
[Factor analysis with data]

### Competitive Insights
[Competitor comparison]

### Recommendations
| Priority | Action | Expected Impact | Owner |

### Data Gaps
[Where more buyer feedback is needed]

Quality Checklist

• Analysis includes both won and lost deals for comparison
• Findings are backed by data, not anecdotes
• Competitive patterns are identified with specific remediation
• Recommendations span product, process, and enablement
• "No decision" outcomes are analyzed separately
• Buyer feedback (not just rep opinion) is incorporated where possible

Edge Cases

• Small sample size: Flag statistical limitations; focus on qualitative patterns
• New market entry: Compare to analogous markets; adjust expectations
• Enterprise vs. SMB: Analyze separately — different dynamics
• Channel deals: Include partner effectiveness as a factor