# Monthly Win/Loss Review

> A monthly review that turns closed deals into a sharper sequence and scorecard by writing the real reason you won or lost each one.

**Category:** Sales

**When to use:** Last Friday of each month, for the person who owns the sales motion.

**Trigger:** Last Friday of the month, 60 minutes

## Steps

1. Pull every won and lost opp from the past 30 days.
2. Write one sentence per deal on the real reason it closed, not the reason in the CRM field.
3. Group losses into three buckets: timing, fit, and execution.
4. For execution losses, name the specific motion that failed: response speed, discovery depth, proposal format, or follow-up cadence.
5. For wins, name the one thing that made each easy. Repeated patterns become the template.
6. Update the cold sequence and the qualification scorecard from what you learned.

## Outputs

- A win/loss summary doc
- An updated cold sequence
- An updated qualification scorecard

## Tools

- CRM
- Notes
- Sequence editor

## Notes

Most teams skip win/loss because the conversations are uncomfortable. The teams that do it are the ones whose pipeline gets sharper instead of louder.

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Free SOP from the OrgTP Process Library — https://orgtp.com/process-templates/monthly-win-loss-review
Run it live with your humans and AI agents at https://orgtp.com.