It sounds perfect. Unfortunately life isn't like that. Every business has to be satisfied with less than perfect. That's the nature of sales.
Or at least it was, until Occulus launched its online sales management software.
Don't jump to conclusions.
This isn't another CRM or SalesForce Automation system. It isn't another enterprise software solution doomed to failure. It isn't a major software project the IT people will object to, because it doesn't fit their strategy.
It is something your sales people will actually use, because it will help them be more successful. They'll spend more time on deals they can win, and less on ones they can't. They'll get better prices and margins. Make higher commissions. Win better customers.
Your sales managers will love it too, and so will their management. The accountants will be especially happy. Sales forecasts will be reliable, as will the cash forecasts that result, and it costs less than a mobile phone.
Like the best coaches, Occulus doesn't lecture, doesn't train, doesn't even tell. It simply asks questions, scores the answers, and makes suggestions about next steps. For every deal there's a continuing evaluation of the opportunity, with percentage scores for probabilities, and a list of recommendations on how to improve them.
Picture the scene. Before his next meeting with the prospect, sales rep John uses his tablet computer to access his Occulus account. He can see immediately how far he's progressed through the sales process and whatever is left to achieve. The recommendations suggest objectives for the upcoming call.
After the meeting John can update the opportunity record with the latest information. He immediately receives an updated report with recommendations. His online sales coach is there 24X7, anywhere in the world helping validate the sales plan and its progress.
Meanwhile the opportunity record joins all the other records for all the other opportunities for all the other sales reps. Back in the office sales manager Sue gets an up to the minute summary of all the teams deals and can drill down into individual records to see where she can help. When the CEO wants a revenue review, she has every detail available in real time, in her own Occulus account.
Does this sound too good to be true? It did to us the first time we heard the story.
You can give it a try for yourself. Use the online Analysis to check one of your deals for free. Find out how the system evaluates your opportunity. Read the recommendations for actions outstanding. Check what Occulus says against your own thoughts.
That's what we did. We were so impressed with the results we decided to join the Affiliate team.
If we can help you understand how this could work for you, and how to implement an Occulus strategy give us a call.
Related articles
- B2B Selling Isn't Black Magic (customerthink.com)
- Make Your Sales Manager Happy (frontofficebox.com)
Looking for more ideas on sales management - philosophies, strategies, tactics, processes and tools - check out our publications.
Our Sales Management Masterclass eBook 'Succeeding in Sales Management' is a compendium of our 8 individual Tutorials so you can choose between the whole story, or individual topics including strategy, processes, principles, business plans, or our own concept - Sales Probability Process Management.
Our Sales Management Masterclass eBook 'Succeeding in Sales Management' is a compendium of our 8 individual Tutorials so you can choose between the whole story, or individual topics including strategy, processes, principles, business plans, or our own concept - Sales Probability Process Management.
