This document summarizes research from CSO Insights and The Aberdeen Group showing that sales teams waste over 50% of their time on deals that will not close. It proposes that by continuously tracking and measuring key attributes of each deal from initial contact through close, companies can increase wins by 11%, improve forecasting accuracy by 40%, reduce no-decision deals by 32%, and boost sales manager productivity by 15%. Continuous measurement and visibility into the pipeline is presented as the solution to these issues.

1. You can’t manage
what
you can’t measure
Peter Drucker
Occulus Inc. 1

2. CSO Insights
In their 2012 ‘Optimizing Win Rates’ research
report on 1,500+ companies, CSO Insight’s
found that on average, of the deals that were
Forecast to WIN, the net results were:
• WON 46%
• LOST 30%
• NO DECISION 24%
www.CSOInsights.com
Occulus Inc. 2

3. The Aberdeen Group
In their 2012 Report, ‘Lead-to-Win 2012’,
The Aberdeen Group found that of the
companies in the research, that;
•29% said they did not have sufficient
visibility into and control of the sales
pipeline
•48% said they didn’t convert enough
leads into sales
www.Aberdeen.com
Occulus Inc. 3

4. The Problem
Sales Reps
Are wasting over 50% of their time pursuing
deals that;
1. Are not real (No Decision = 24%), or
2. They won’t win (LOST = 30%)
Sales Managers
1. Are spending too much time trying to
determine the status & quality of a deal
2. Do not have the tools to track & manage
deals effectively
Occulus Inc. 4

5. The Solution
Track each opportunity from the
point of first contact (prospecting)
through to the Close, continuously
measuring key attributes of the
deal along the way.
Occulus Inc. 5

6. The Benefit
11% increase in the number of WON
deals
40% increase in forecasting accuracy
32% reduction in No-Decisions deals
15% increase in Sales Manager
productivity
Occulus Inc. 6

7. Phone: 416 907 - 5902
Email: Info@OcculusSales.com
Occulus Inc. 7