1
Why are Weather Networks
the most popular (non; Search,
Social Media, Gov’t) websites in
North America?
You can’t change the weather!
Occulus Inc.
2
However……….
what you can change is how
you react to the information
provided and how you manage
your activities.
As Peter Drucker said………
Occulus Inc.
3
“You can’t manage what
you can’t measure.”
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
4 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
5 Occulus Inc.
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)
6
The Bottom Line
Occulus Inc.
Prospects
Qualified
Prospects
Customers
Why is this happening?
Sales Cycle
25%
50%
70%
80%
90%
Closed 100%
Lack of definable and
measureable KPI’s.
Lack of visibility of opportunities
once they are in the pipeline.
No methodology to track the
progress of the opportunity.
Highly subjective assessment of
the quality of opportunities.
Inconsistent definitions of quality
of opportunity across sales force.
No methodology to identify low
probability opportunities.
?
Suspects
7 Occulus Inc.
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
8
Sales Management Problems/Concerns
Occulus Inc.
Suspects
Prospects
Customers
How do you fix this Problem?
Sales Cycle
Closed 100%
By tracking opportunities from
first contact, to close.
By providing assessments based
on quantitative analysis.
By qualifying opportunities on
Winning and Close Date
By identifying low probability
opportunities quickly.
By Identifying KPI’s (define) 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
9 Occulus Inc.
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.
10 Occulus Inc.
11 Occulus Inc.
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;
12 Occulus Inc.
Occulus provides major benefits at all levels of the sales force:
•Sales Rep •Sales Manager •C-Suite / Executive
13 Occulus Inc.
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
14 Occulus Inc.
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
15 Occulus Inc.
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
16 Occulus Inc.
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
17 Occulus Inc.
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
By Measuring:
KEY PERFORMANCE
INDEXES DEGREE of
QUALIFICATION
Prob. of Closing (Time) Prob. of Winning
18 Occulus Inc.
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.
How Does Occulus Solve These
Problems?
19 Occulus Inc.
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?
20 Occulus Inc.
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?
21 Occulus Inc.
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?
22 Occulus Inc.
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.
23 Occulus Inc.
Contact Information
History
Customer Analysis
Sales, Support, Marketing etc
TOTAL VIEW
C
U
S
T
O
M
E
R
C
R
M
FOCUS: Selling
By Opportunity
- Status
- Strategy
- Next Steps
- RISK
Opp Status
Forecast Data
KPI’s
- SPR
- QPR
- SKEW
- Etc
24 Occulus Inc.
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.
25 Occulus Inc.
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
26 Occulus Inc.
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.
27 Occulus Inc.
Proposed Solution
Decision Process
Relationship
Competition
Timing
Analyze
SWOT Chart
Degree of Qualification
Confidence Factor
Low Score High
WIN 76% 82% 88%
CLOSE 62% 73% 84%
Missing Information Action
Items
WIN / CLOSE Chart
Detailed SWOT Analysis
Velocity Chart
Occulus Outputs
Step 1: Enter
Opportunity Data
Step 2: Answer the
Questions
Type of Sale
Close Date
Win/Close Probabilities
Project Name Contact, Amount
Opportunity Description
Step 3: Run Analysis
Step 4: Review
Analysis & Implement Guidance
Step 5: Update Answers
& Re-Run Analysis
Occulus Iterative Analysis
28 Occulus Inc.
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
29 Occulus Inc.
“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”
30 Occulus Inc.
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
31 31 Occulus Inc.