manage what you measure
TRANSCRIPT
1
You can’t manage
what
you can’t measure
Peter Drucker
Occulus Inc.
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
CSO Insights
2 Occulus Inc.
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
The Aberdeen Group
3 Occulus Inc.
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
4
The Problem
Occulus Inc.
5
The Solution
Occulus Inc.
Track each opportunity from the
point of first contact (prospecting)
through to the Close, continuously
measuring key attributes of the
deal along the way.
6
The Benefit
Occulus Inc.
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
