Occulus Coaching

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Thank you,
The Occulus Team
Closing the Sales Performance Gap 1

2. Sales Coaching
Closing the
Performance Gap

3. What is Coaching?
Working with an individual to close the GAP
between the Current Performance level and
the Desired Performance level.
Successful coaching requires;
1. That the performance levels be measurable (Current
& Desired)
2. Identification of the specific area(s) to be coached
3. It be carried out in Real-Time
4. It be performed on Real Life situations
Closing the Sales Performance Gap 3

4. What is Coaching?
Closing the Sales Performance Gap 4
Desired
Performance
(DP)
TIMET1 T2 T3
Current
Performance
(CP)
GAP
GAP
GAP = DP – CP
Performance

5. What is Sales Coaching?
Closing the Sales Performance GAP
The Desired Performance levels are measureable:
DP(1) = 100% Probability of Winning the Deal
DP(2) = 100% Probability of Closing on Time
The situation is real life:
Using an Active deal the SR is working on
The timing is real time:
Close the GAP before the deal is lost
The area(s) to Coach:
Can not be identified until current performance levels are measured
and the size of the GAP determined.
Closing the Sales Performance Gap 5

6. Sales Coaching
Closing the Sales Performance Gap 6
100%
TimingWinning
GAP
GAP
Probability
50%
0%
In sales: DP = 100%
GAP = DP – CP
GAP = 100% - CP
Desired Performance (DP)
CP(W)
CP(T)
The objective of Sales Coaching is to close
the GAP for Winning and Timing.

7. Closing the Winning & Timing
Gaps:
The Occulus Analysis identifies the Current
Performance Levels for Winning and Timing and
the GAPs for both.
To close the Winning GAP you must improve performance in
the other 5 areas of a Complex Sale
To close the Timing GAP you must confirm the Close Date; if
you can not, you must obtain a more realistic date, one that
has a higher probability of happening, i.e. a smaller GAP.
Closing the Sales Performance Gap 7

8. Occulus also identifies the Performance Levels of the
5 other areas of a Complex Sale that directly impact
the size of the Winning GAP.
Closing the Sales Performance Gap 8
WINING
Opportunity
Description
How well the deal
is defined and if
SR knows and
understands what
the prospect is
trying to do and
why.
Proposed
Solution
How closely the
proposed solution
matches the
prospect’s
requirements.
Decision
Process
How well the SR
knows and
understands the
prospect’s Buying
Process, who is
involved and their
influence.
Relationship
How strong &
deep of a
relationship the
SR has with the
KEY individuals
who are part of
the project.
Competition
How well the SR’s
solution (& Value
Proposition)
stacks up against
the 3 types of
competition and
how he will beat
them.

9. Occulus SWOT Chart
 The Occulus SWOT Chart displays the Current Performance
Levels of the 5 areas of a Complex Sale and the Probability of
Winning and of the deal closing by the forecasted Close Date.
 Occulus also calculates the impact of missing information on
the values of the Performance Levels and the Probabilities and
displays this as an uncertainty in the value; providing a range
of possible values, from High to Low. (the longer the bar in the SWOT
chart, the more information is missing)
Closing the Sales Performance Gap 9

10. Coaching With the Occulus
SWOT Chart
Closing the Sales Performance Gap 10
100%
Timing Winning
Probability
50%
0%
Opportunity
Description
Solution
Decision
Process
Relationship
Competition
Current Performance Levels (CP) for:
1. Opportunity Description
2. Proposed Solution
3. Decision Process (Buying Process)
4. Relationship
5. Competition
Note: Length of bar for Decision Process
indicates a lot of missing information.
Probabilities for:
1. Timing; the probability that the
deal will close by the forecasted
Close Date
2. Winning: the probability that
the SR will Win the deal.

11. Coaching With the Occulus
SWOT Chart
Closing the Sales Performance Gap 11
100%
Timing
Winning
Probability
50%
0%
Opportunity
Description
Solution
Decision
Process
Relationship
Competition
4 Simple Steps to Successful
Sales Coaching
Step 1: SM and SR review the SWOT Chart
of an Active deal and select the area with
the greatest Uncertainty, in this case the
Decision Process.
Step 2: SM and SR review the Occulus
Missing Information for Decision Process.
SM coaches the SR on how best to obtain
the information.
Step 3: SM and SR select the area with the
lowest performance (Probability) level, in
this case Competition.
Step 4: SM and SR review the Occulus
Action Items to determine which to
implement. The SM coaches the SR on
how best to implement the Action Items to
improve performance (close the Gap)

12. Business Intelligence for
Sales
www.OcculusInc.com
mel.harding@OcculusSales.com
Closing the Sales Performance Gap 12