1

• 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

Occulus 1

2

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

3

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

4Occulus

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.

?

. 5

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

6Occulus

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

9Occulus

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

10Occulus

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

11

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

12

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

13Occulus 13

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

14

Occulus Solves These Problems by

Measuring:

KEY PERFORMANCE

INDEXESDEGREE of

QUALIFICATION

Occulus

Prob. of Closing (Time)Prob. of Winning

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.

Occulus

16

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

17

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

18

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.

19

Integrated or Standalone?

Occulus

20

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.

21Occulus

22

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

23Occulus

“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”

24

Testimonials: what Occulus

users are saying.

Occulus

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

25Occulus 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.com

26Occulus