Occulus Positioning (10 12)
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Occulus Positioning (10 12)

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How Occulus can make your sales teams more successful

How Occulus can make your sales teams more successful

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Occulus Positioning (10 12) Occulus Positioning (10 12) Presentation Transcript

  • Sales Force Problems/Concerns • 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 salesOcculus 1
  • CSO Insights 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.comOcculus 2
  • 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.comOcculus 3
  • 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 longOcculus . 4
  • Why is this happening? Lack of visibility of opportunitiesSales Cycle Suspects once they are in the pipeline. Highly subjective assessment of25% Prospects the quality of opportunities. Inconsistent definitions of quality ?50% of opportunity across sales force. Qualified70% No methodology to identify low Prospects probability opportunities.80% No methodology to track the progress of the opportunity.90% Lack of definable and measureable KPI’s.Closed 100% CustomersOcculus . 5
  • How do you fix this? By tracking opportunities fromSales Cycle Suspects first contact, to close.Phase I Prospects By providing assessments basedPhase 2 on quantitative analysis. Poorly QualifiedPhase 3 By qualifying opportunities on Moderately Wining and Close DatePhase 4 Qualified Qualified By identifying low probabilityPhase 5 opportunities quickly.Phase 6 Well Qualified By Identifying KPI’s to trackPhase 7 Extremely Well Qualified individual & group progress. By creating a consistent set of Closed 100% Customers definitions across sales force. Occulus . 6
  • How does your CRM do this? It doesn‟t! Your CRM was designed to capture customer information and account activity by sales, support.Occulus 7
  • Occulus 8
  • 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 / ExecutiveOcculus 9
  • 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 opportunitiesOcculus 10
  • Occulus is:  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 riskOcculus 11
  • Occulus is:  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 ROIOcculus 12
  • 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 longOcculus . 13
  • Occulus Solves These Problems by Measuring: Phase of the Suspects Sales Cycle DEGREE of KEY PERFORMANCE QUALIFICATION INDEXESPhase I Suspect To Prospect ProspectsPhase 2 Conversion Ratio Poorly QualifiedPhase 3 Qualified Pipeline RatioPhase 4 Moderately SKEW Ratio QualifiedPhase 5 Close Date Slippage Ratio QualifiedPhase 6 Current Status Well QualifiedPhase 7 Forecasting Accuracy Extremely Well Qualified Win / Loss Ratio Closed 100% Customers Prob. of Winning Prob. of Closing (Time) Occulus 14
  • 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.Occulus 15
  • 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.Occulus 16
  • 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.Occulus 17
  • 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 weeksOcculus 18
  • Integrated or Standalone? Occulus can be integrated and work with your CRM or can be used on a stand-alone basis.Occulus 19
  • Integrated With your CRM FOCUS: TOTAL VIEW By Opportunity - Status Contact Information C - Strategy - Next Steps U - RISK C History S T R O M Customer Analysis M E Sales, Support, Marketing etc R Forecast Data KPI’s - SPR - QPR - SKEW - EtcOcculus 20
  • 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.Occulus 21
  • Or Standalone FOCUS: By Opportunity - Status C - Strategy - Next Steps U - RISKREPORTSForecast Data SKPI’s- SPR T- QPR- SKEW O- EtcEXPORT M E ROcculus 22
  • 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 OcculusOcculus 23
  • Testimonials: what Occulus users are saying.  “Best sales software I‟ve ever used”  “Occulus is the first tool Ive 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”Occulus 24
  • 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 reportingOcculus 25
  • To learn more about Occulus and how it will benefit your sales teams, call or email us today, at: Phone: 416 907 - 5902 Email: Info@OcculusSales.comOcculus 26