This document summarizes research from CSO Insights and 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 deal attributes from prospecting to close, companies can increase wins by 11%, improve forecasting accuracy by 40%, reduce no-decision deals by 32%, and boost manager productivity by 15%. Continuous measurement is presented as the solution to better manage the sales pipeline and optimize sales performance.

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. 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