How do you currently track a deal as it moves through the sales process from initial contact to close?
If you’re like most sales managers, you use the tools that are available to you, which the CRM. But the only thing the CRM will inform you is the phase/stage of the sales cycle, it does not give you any insights as to how the sales rep is performing and if the sales rep is progressing well with the deal.
The Occulus Velocity Chart, which is an important component of the deal analysis, solves that problem for you. The Velocity Chart provides you with a visual indication of how quickly the sales rep is qualifying the deal along the Winning Dimension and the velocity at which the sales rep is moving the deal through the sales process to a successful close.
The Vertical Axis represent the Probability of Winning and the Horizontal Axis is time.
There are 3 lines on the Velocity Chart; the Probability of Winning the deal (Score; Blue Line) and the Uncertainty in the Probability of Winning as represented by difference represent by the High value of the Winning Probability (Green Line) and the Low value of the Winning Probability (Red Line). The gap between the High (Green) and Low (Red) is a direct indicator of how well the deal is qualified.
Using the Velocity Chart To Identify issues with Other Deals