Debrief a lost deal without turning it into blame
Sequence a lost-deal review so it surfaces skill evidence before interpretation and blame.
Monday morning You are reviewing a seven-week deal that just slipped to a competitor. The rep arrives ready to explain the market, not the moments. If the debrief starts with blame or excuses, you lose the chance to isolate the skill that matters next time. The framework Evidence -> skill -> adjustment Good lost-deal reviews move from facts to behavior to next rep. Reverse that order and the rep defends instead of learning. Bad path Outcome -> emotion -> blame The rep leaves with a repeatable fix, not just a painful postmortem. Start where the tape is objective. The rep…
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