How Occulus measures and tracks opportunities through the pipeline

1. Why are Weather Networks
the most popular (non; Search,
Social Media, Gov’t) websites in
North America?
You can’t change the weather!
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2. However……….
what you can change is how
you react to the information
provided and how you manage
your activities.
As Peter Drucker said………
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3. “You can’t manage what
you can’t measure.”
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4. 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
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5. 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
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6. The Bottom Line
Sales Reps
Are spending over 50% of their time pursuing deals that;
1. Are not real (No Decision = 24%), or
2. They won’t win (LOST = 30%)
Sales Management
1. Does not have enough visibility into the pipeline
to track deals (29% of companies)
2. Sales Reps are not converting enough leads into
sales (48% of companies)
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7. Why is this happening?
Lack of definable and
Sales Cycle Suspects measureable KPI’s.
Lack of visibility of opportunities
25% Prospects once they are in the pipeline.
?
No methodology to track the
50%
progress of the opportunity.
Qualified
70% Highly subjective assessment of
Prospects
the quality of opportunities.
80% Inconsistent definitions of quality
of opportunity across sales force.
90%
No methodology to identify low
probability opportunities.
Closed 100%
Customers
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8. Sales Management Problems/Concerns
1. Low forecasting accuracy.
2. Not enough qualified opportunities in the pipeline
3. Too many “No Decisions”
4. Too many opportunities slip into next Quarter
5. Too much time wasted on low quality prospects
6. End-of-Quarter panic/challenges
7. Not enough NEW business
8. Not enough time to coach sales reps
9. On-Boarding of new hires takes too long
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9. How do you fix this Problem?
By tracking opportunities from
Sales Cycle Suspects first contact, to close.
Phase I
Prospects By providing assessments based
Phase 2
on quantitative analysis.
Poorly Qualified
Phase 3 By qualifying opportunities on
Moderately Winning and Close Date
Phase 4 Qualified
Qualified
By identifying low probability
Phase 5
opportunities quickly.
Phase 6 Well Qualified
By Identifying KPI’s (define) to track
Phase 7 Extremely Well
Qualified individual & group progress.
By creating a consistent set of
Closed 100%
Customers definitions across sales force.
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10. How does your CRM fix
These Problems?
It doesn’t!
Your CRM was designed to capture
customer information and account
activity by sales, support. Not to
track individual sales Opportunities
through the pipeline. CRM’s are for
data, not strategy.
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11. Occulus Inc. 11

12. A strategic sales management
system that will fundamentally
improve how your sales teams sell
and how you coach and manage
them by allowing you to tracks &
measure individual sales Opportunities
from first contact to Close;
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13. Occulus provides major benefits
at all levels of the sales force:
• Sales Rep
• Sales Manager
• C-Suite / Executive
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14.  A Sales Tool that:
◦ Provides a quantitative & qualitative analysis of sales
opportunities
◦ Provides an objective assessment of where the sales rep is
with an opportunity (Prob. of Winning, Prob. of closing by
Close Date)
◦ Provides coaching advice to sales reps and helps them
close more business (Missing Information, Action Items)
◦ Improves forecasting accuracy and reduces Close Date
Slippage (CDS)
◦ Identifies low probability opportunities quickly
◦ Identifies opportunities that have stalled
◦ Allows the sales rep to close deals with fewer calls
◦ Allows for better and more efficient communication with
sales management on specific opportunities
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15.  A Sales Force Management Process that:
◦ Allows for better management the forecast & pipeline
◦ Eliminates subjectivity from opportunity assessments
◦ Provides a consistent team-wide assessment of
opportunities
◦ Eliminates Close Date Slippage (CDS)
◦ Eliminates End-of-Quarter surprises
◦ Allows for more effectively engagement with the Sales
Reps on specific deals
◦ Provides a more effective means to manage & coach the
sales teams
◦ Provides Key Performance Indexes to improve sales
management & increase efficiencies
◦ Provides early identification of potential problem areas
and risk
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16.  C-suite Sales Management Process that:
◦ Provides visibility into the sales pipelines
◦ Provides more accurate sales information
◦ Provides more accurate forecast
◦ Eliminates End-of-Quarter surprises
◦ Allows for better management of the sales force
◦ Provides KPI’s to measure and compare sales force
performance
◦ Reduces the cost of closing a sale
◦ Reduces sales rep on-boarding time
◦ Increases new hire revenues
◦ Provides a significant year-over-year ROI
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17. Occulus Solves These Problems
1. Low forecasting accuracy.
2. Not enough qualified opportunities in the
pipeline
3. Too many “No Decisions”
4. Opportunities slip into next Quarter
5. Too much time wasted on low quality prospects
6. End-of-Quarter panic/challenges
7. Not enough NEW business
8. Not enough time to effectively coach sales reps
9. On-Boarding of new hires takes too long
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18. By Measuring:
Phase of the Suspects
Sales Cycle DEGREE of KEY PERFORMANCE
QUALIFICATION INDEXES
Phase I
Suspect To Prospect
Prospects
Phase 2 Conversion Ratio
Poorly Qualified
Phase 3 Qualified Pipeline Ratio
Phase 4
Moderately SKEW Ratio
Qualified
Phase 5 Close Date Slippage Ratio
Qualified
Phase 6 Current Status
Well Qualified
Phase 7 Forecasting Accuracy
Extremely Well
Qualified Win / Loss Ratio
Closed 100%
Customers
Prob. of Winning Prob. of Closing (Time)
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19. How Does Occulus Solve These
Problems?
1. Forecasting accuracy is low.
Occulus improves forecasting accuracy by providing an objective
analysis of opportunities along 2 axes,
• Prob. of Winning
• Prob. of closing by the forecast Close Date
thereby eliminating subjectivity and guesswork from the
forecast.
2. Not enough qualified opportunities in the pipeline.
The Occulus Prospecting Module allows you to define up to 5 pre-
qualification criteria ensuring that only ‘real’ opportunities make it
into the sales pipeline. Occulus’ ongoing and iterative analysis
ensures that only those opportunities where the sales rep has a
realistic expectation of success remain in the pipeline.
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20. How Does Occulus Solve These
Problems?
3. Too many “No Decisions”
Occulus identifies low probability opportunities early in the sales
cycle before time and resources are wasted on them.
4. Opportunities slip into next Quarter (CDS)
By qualifying opportunities along the time axis, Occulus will inform
the sales rep (and sales manager) of the probability of an
opportunity closing by the forecasted Close Date, thereby
significantly reducing Close Date Slippage (CDS)
5. Too much time wasted on low quality prospects
Occulus identifies low probability opportunities early in the sales
cycle before time and resources can be wasted on them.
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21. How Does Occulus Solve These
Problems?
6. End-of-Quarter surprises
By combining Occulus’ 2 dimension analysis (Win & Time) with
Occulus’ SKEW measurements, end of quarter challenges and risk
can be indentified early in the quarter and remedial action can be
implemented.
Note: SKEW is a measure of the degree to which opportunities are
forecast to close in the last week of the quarter. SKEW is also known
as the ‘hockey-stick’ effect.
7. Not enough NEW business
Occulus identifies and measures new business opportunities and
allows sales manage to set goals and track new business
achievement.
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22. How Does Occulus Solve These
Problems?
8. On-Boarding of new hires takes too long
Occulus is a simple and straight-forward sales process that is both
highly intuitive and self-calibrating that will reduce the on-
boarding time for new hires by up to 30%. In addition to saving
time and money Occulus will also increase new hire revenues and
maintain market share in new hire territories.
9. Speed of deployment.
As Occulus is simple and easy to use, your sales reps can up and
running in a matter of hours as opposed to days or weeks
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23. Integrated with your CRM or
standalone, Occulus will provide
you with ability to measure critical
attributes of the opportunities in
your pipeline and manage them
more effectively.
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24. FOCUS: Selling
TOTAL VIEW By Opportunity
- Status
Contact Information C - Strategy
- Next Steps
U - RISK
C History
S
T
R O
M
M Customer Analysis
E
Sales, Support, Marketing etc R
Opp Status
Forecast Data
KPI’s
- SPR
- QPR
- SKEW
- Etc
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25. By combining the analytic strength and opportunity
focus of Occulus with the Account focus of your CRM
you will be providing your sales force with an
integrated process that will allow them to not only
manage their accounts more effectively but close
more business, maintain market share and provide
more meaningful and accurate information to sales
management.
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26. FOCUS:
By Opportunity
- Status
C - Strategy
- Next Steps
U - RISK
S
REPORTS
Forecast Data
KPI’s
- SPR T
O
- QPR
- SKEW
M
- Etc
EXPORT
E
R
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27.  Simple question & multiple choice answer format.
 Easy to use: intuitive & Graphical.
 Immediate: results are available immediately.
 Tactical: focuses on deals currently in the forecast &
pipeline.
 Accurate: analysis is based on the accumulated
knowledge and experiences of thousands of sales
professionals, sales trainers and sales coaches;
combined with rigorous statistical analysis and
proprietary algorithms.
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28. Occulus Iterative Analysis
Occulus Outputs
Step 1: Enter Type of
Win/Close Probabilities
Opportunity Data Project Name
Sale Low Score High
Contact, WIN 76% 82% 88%
Amount
Close CLOSE 62% 73% 84%
Date Step 3:
Degree of
Step 2: Answer the Run Analysis
Qualification
Questions
Proposed
Confidence
Solution
Analyze
Factor
Decision
Opportunity Process
Competition
Description WIN / CLOSE
Chart
Relationship
Timing
SWOT
Chart
Step 5: Update Answers Detailed SWOT
& Re-Run Analysis Analysis
Velocity Missing
Chart Action Information Step 4: Review
Items Analysis & Implement
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29. Actual End User Survey – determine value of Occulus in normal
use over 1 year period
 Sales reps (95+) – gave 8.9/10 rating
◦ Win more business & engage prospects at higher level
◦ Helped closing and forecasting accuracy, in particular the accuracy of
close date
◦ provided important guidance as to how to close a sale
 Sales managers (8+) – gave 9.9/10 rating
◦ 40% increase in forecasting accuracy
◦ 12.5% improvement in Sales Manager productivity
◦ 17% increase in new hire revenues
◦ 30% reduction in new hire ramp-up time
◦ 32% reduction in No-Decisions deals
◦ >300% ROI using Occulus
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30.  “Occulus is the first tool I've ever used that has actually helped me
close a deal”
 “Best sales software I’ve ever used”
 “Forecasting accuracy is a lot better”
 “Occulus has made me more productive”
 “Makes me a differentiator with the customer, and gives me an
extra edge over the competition”
 “A brilliant tool, that identifies the GAP, monitors my status”
 “Critical in financial planning and forecasting, for the first time I
have a trusted view into the sales process”
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31.  Improved sales rep ‘Win Ratios’
 Increased revenues
 More accurate forecasts
 Reduced Close Date Slippage (CDS)
 Fewer sales calls to close a deal
 Faster ramp-up time for new hires
 Increased Sales Manager productivity
 Better financial results
 More accurate reporting
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32. Phone: 416 907 - 5902
Email: Info@OcculusSales.com
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