As an SDR, if one of my accounts was labeled 'closed lost I would reach out to my POC and ask them about the sales process (after checking with my AE, of course).
- What could we have done differently to earn their business?
- Is there a feature we were lacking that they needed?
- Is it just a timing thing?
It helped me uncover a lot of competitive info, anecdotal data, industry trends, etc.
But a lot of reps I talk with claim that it's "a job for marketing" or "my manager/AE handles that."
I think it's a missed opportunity, they don't think it's something worth doing.
Do you/your SDRs run their own autopsy reports? Is management encouraging reps to do so? What do they look like?
I'd love to make this common practice!