The document discusses problems companies face with their sales processes and pipelines. It notes that sales reps spend over 50% of their time on deals that are not real or they won't win. Additionally, many companies lack visibility into their sales pipelines and do not convert enough leads. The document then introduces Occulus as a sales tool and process that addresses these issues. Occulus provides quantitative analysis of opportunities, identifies low probability deals early, and improves forecasting accuracy through consistent opportunity assessments. It also allows for better sales management through key performance metrics and visibility into pipeline progress.

1. 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 sales
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2. 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.com
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3. 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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4. 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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5. Why is this happening?
Lack of visibility of opportunities
Sales Cycle Suspects once they are in the pipeline.
Highly subjective assessment of
25% Prospects the quality of opportunities.
Inconsistent definitions of quality
?
50%
of opportunity across sales force.
Qualified
70% 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%
Customers
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6. How do you fix this?
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 Wining and Close Date
Phase 4 Qualified
Qualified
By identifying low probability
Phase 5
opportunities quickly.
Phase 6 Well Qualified
By Identifying KPI’s 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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7. How does your CRM do this?
It doesn‟t!
Your CRM was designed to capture
customer information and account
activity by sales, support.
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8. Occulus 8

9. 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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10. 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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11. 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 risk
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12. 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 ROI
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13. 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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14. Occulus Solves These Problems 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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15. 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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16. 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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17. 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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18. 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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19. Integrated or Standalone?
Occulus can be integrated and work
with your CRM or can be used on a
stand-alone basis.
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20. 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
- Etc
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21. 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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22. Or Standalone
FOCUS:
By Opportunity
- Status
C - Strategy
- Next Steps
U - RISK
REPORTS
Forecast Data S
KPI’s
- SPR T
- QPR
- SKEW O
- Etc
EXPORT M
E
R
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23. 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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24. Testimonials: what Occulus
users are saying.
 “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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25. 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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26. 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.com
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