Nobody, no matter how good they are at selling, has a 100% win rate. That means all of us have to learn how to deal with losses. As a sales manager, your job is to help your team learn from these lost sales. A lost sale is a failure only when we, individually and as a team, don’t learn from it.
Having a positive attitude is especially important in the sales profession. And when a salesperson loses a big deal, it is easy for them to get down. That’s a normal human reaction. But if your salesperson stays down, that’s not good. And one way to help salespeople process their lost sales quicker is to teach them how to “look for the lesson” in every lost sale.