Sales Coaching v Click Here Thank you for downloading the Occulus Sales Coaching presentation, which explains how to use Occulus as a sales coaching platform. This presentation references and uses concepts from the Occulus SWOT Analysis; if you are not familiar with this feature of Occulus we encourage you click on the link below to download a description; Download SWOT Analysis description Download SWOT Analysis description The document is a Microsoft PowerPoint presentation and contains elements of animation that must be viewed in PowerPoint Slideshow. It will usually appear in Slideshow format; however, if it doesn’t please follow the instructions below to view this document in Slideshow. Step 1:

Sales Coaching Closing the Sales Performance Gap

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

What is Coaching? Sales Coaching v Desired Performance (DP) Time T1 T2 T3 Current Performance (CP) GAP GAP = DP – CP Performance Closing the GAP between the Current Performance level and the Desired Performance level

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. Sales Coaching v

Sales Coaching Sales Coaching v % Closing Winning 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 Probability GAP for Winning and Timing.

Closing the Winning & Timing Probability Gaps The Occulus Analysis identifies the Current Probabilities for Winning and Closing and the GAPs for both. To close the Winning Probability GAP the SR must improve performance in the 6 areas of a Complex Sale To close the Closing Probability GAP the SR 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. Sales Coaching v

Occulus identifies the SR’s Performance Levels in the 6 areas of a Complex Sale that directly impact the size of the Winning Probability GAP. Sales Coaching v WINNING 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. Timing How well the SR’s understands the timing of the deal and confirmed the date with key individuals.

Occulus SWOT Chart (Strengths, Weakness, Opportunity, Threats) The Occulus SWOT Chart displays the Current Performance Levels in 5 of the 6 areas of a Complex Sale and the Probability of Winning and of the deal closing by the forecasted close date (Closing). Occulus also calculates the impact of missing information on the values for 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) Sales Coaching v

Coaching With the Occulus SWOT Chart Sales Coaching v % ClosingWinning Performance 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 Probabilities: 1.Closing; the probability that the deal will close by the forecasted Close Date. 2.Winning: the probability that the SR will Win the deal. Notice length of Winning bar. Probability of Winning can range from 10% to 60%. This uncertainty is a direct result of the uncertainty in the Scores of the other 5 areas. The SR must improve the Degree of Qualification for this deal by reducing the amount of missing or incomplete information. Probability Notice length of Decision Process bar. Score can range from 20% to 80%, this uncertainty in the Score indicates that the SR’s knowledge of the Customer Buying Process is weak and much information is missing or incomplete.

Coaching With the Occulus SWOT Chart Sales Coaching v % Closing Winning 50% 0% Opportunity Description Solution Decision Process Relationship Competition 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 and reduce the amount of Uncertainty in this area. 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) 4 Simple Steps to Successful Sales Coaching: PerformanceProbability

Improving Performance in the Decision Process Sales Coaching v % Performance 50% 0% Decision Process 100% Performance 50% 0% Decision Process Missing Information Step 2: SM and SR review the Occulus Missing Information. SM coaches the SR on how best to obtain the information. Step 1: SM and SR select the area with the greatest Uncertainty, in this case the Decision Process. SR updates Opportunity record and reruns analysis. Uncertainty is significantly reduced, and Performance is much higher.

Improving Competitive Performance Sales Coaching v Action Items Step 4: SM and SR review the Occulus Action for Competition. The SM coaches the SR on how best to implement the Action Items to improve performance (close the Gap) Step 3: SM and SR select the area with the lowest performance (Probability) level, in this case Competition. SR updates Opportunity record and reruns analysis. Performance level has significantly increased. 100% Performance 50% 0% Competition 100% Performance 50% 0% Competition

Improved Performance Through Coaching Sales Coaching v % Closing Winning 50% 0% Opportunity Description Solution Decision Process Relationship Competition SR has a much greater understanding of the Buying/Decision process. Has identified the ‘Key’ individuals and has met them. Working with the SM, the SR has developed a competitive strategy which builds on their strengths resulting in a much greater probability of beating the competition Resulting analysis indicates the SR is in a much stronger position to win the deal, with significantly less uncertainty. PerformanceProbability

Business Intelligence for Sales Sales Coaching v