occulus positioning (10 12)
TRANSCRIPT
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• 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
• 29% of companies said they do not have sufficient
visibility into and control of the sales pipeline
• 48% of companies said they do not convert
enough leads into sales
Sales Force Problems/Concerns
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2012 report on 1,500+ companies CSO Insights found
that on average, of the deals that were Forecast to
WIN, the net results were:
• WON 46%
• LOST 30%
• NO DECISION 24%
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%).
www.CSOInsights.com
CSO Insights
Occulus
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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
Occulus
Impact on Sales and Sales
Management
.
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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Prospects
Qualified
Prospects
Customers
Why is this happening?
Sales Cycle
25%
50%
70%
80%
90%
Closed 100%
Lack of visibility of opportunities
once they are in the pipeline.
Highly subjective assessment of
the quality of opportunities.
Inconsistent definitions of quality
of opportunity across sales force.
No methodology to identify low
probability opportunities.
No methodology to track the
progress of the opportunity.
Lack of definable and
measureable KPI’s.
?
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Suspects
Occulus
Suspects
Prospects
Customers
How do you fix this?
Sales Cycle
Closed 100%
.
By tracking opportunities from
first contact, to close.
By providing assessments based
on quantitative analysis.
By qualifying opportunities on
Wining and Close Date
By identifying low probability
opportunities quickly.
By Identifying KPI’s to track
individual & group progress.
By creating a consistent set of
definitions across sales force.
Phase I
Phase 2
Phase 3
Phase 4
Phase 5
Phase 6
Phase 7
Well Qualified
Qualified
Poorly Qualified
Moderately
Qualified
Extremely Well
Qualified
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How does your CRM do this?
It doesn‟t!
Your CRM was designed to capture customer information and account activity by sales, support.
7Occulus
8Occulus
What is Occulus?
A sales process that will fundamentally improve how your sales teams sell and how you coach and manage them.
Occulus provides major benefits at all levels of the sales force:• Sales rep
• Sales management
• C-Suite / Executive
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Occulus is: A Sales Tool that:
Provides a quantitative 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
Close deals with fewer calls
Allows for better and more efficient communication with sales management on specific opportunities
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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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Occulus is:
Occulus
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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Occulus is:
Occulus
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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Customers
Suspects
Suspect To Prospect
Conversion Ratio
Qualified Pipeline Ratio
SKEW Ratio
Close Date Slippage Ratio
Win / Loss Ratio
Current Status
Forecasting Accuracy
Phase of the
Sales Cycle
Phase I
Phase 2
Phase 3
Phase 4
Phase 5
Phase 6
Phase 7
Closed 100%
Well Qualified
Qualified
Poorly Qualified
Moderately
Qualified
Extremely Well
Qualified
Prospects
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Occulus Solves These Problems by
Measuring:
KEY PERFORMANCE
INDEXESDEGREE of
QUALIFICATION
Occulus
Prob. of Closing (Time)Prob. of Winning
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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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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.
How Does Occulus Solve These
Problems?
Occulus
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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.
How Does Occulus Solve These
Problems?
Occulus
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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
How Does Occulus Solve These
Problems?
Occulus
Occulus can be integrated and work
with your CRM or can be used on a
stand-alone basis.
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Integrated or Standalone?
Occulus
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Integrated With your CRM
Contact Information
History
Customer Analysis
Sales, Support, Marketing etc
TOTAL VIEW
C
U
S
T
O
M
E
R
C
R
M
FOCUS:
By Opportunity
- Status
- Strategy
- Next Steps
- RISK
Forecast Data
KPI’s
- SPR
- QPR
- SKEW
- Etc
Occulus
Working Within Your CRM.
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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Or Standalone
C
U
S
T
O
M
E
R
FOCUS:
By Opportunity
- Status
- Strategy
- Next Steps
- RISK
REPORTS
Forecast Data
KPI’s
- SPR
- QPR
- SKEW
- Etc
EXPORT
Occulus
Proven Results
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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“Best sales software I‟ve ever used”
“Occulus is the first tool I've ever used that has actually helped me
close a deal”
“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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Testimonials: what Occulus
users are saying.
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Value of Occulus
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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To learn more about Occulus and how it
will benefit your sales teams, call or email
us today, at:
Phone:416 907 - 5902
Email: [email protected]
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