How do you know if one of your sales reps is in trouble with a deal?
Not knowing the answer to this simple question can cause you to miss your quarter, due to any number of surprises; an unexpected deal loss, a missed close date, a cancelled deal or a No-Decision. And the reality is that you don’t know; at least not until it’s too late to do something about it or make contingency plans.
The other problem is that your CRM does not provide any information or clues that could help answer this question for you, but in Occulus nothing could be simpler in Occulus.
In Occulus the deal deals that are in trouble are color coded RED & ORANGE.
The Occulus Analysis assigns 4 key metrics to each deal in the pipeline;
- Probability of Winning the deal
- Probability of the deal closing by the forecasted Close Date
- The degree to which the deal is qualified on the Winning dimension
- The degree to which the deal is qualified on the Winning dimension
If there’s a problem, these numbers will appear in RED & ORANGE.
The color coding follows these rules:
Deal Quality Color Code Action
- Solid Deals: Dark Green & Green No intervention is required
- Weak Deals: Light Green Consider intervening on these deals
- Troubled Deals: Orange & Red Immediate intervention is required
