Opportunity Analysis

Opportunity Analysis

Estimating Business Opportunities has always been a tedious and inaccurate task.. until now.

Computer Sales forecasts are never right, it is claimed, and attempting to predict how many situations will close is one of the toughest tasks for a Sales Manager. Even the most high-powered computer product and service companies today usually only have what are euphemistically called "Pipelines" or listings of potential future sales.

DELTA MAX

Managers have not found a good way to organize and predict future sales.. until now.

Forecasts in the computer industry fail usually because there is a wide-spread desire for managers to assign "probabilities" to a sale. This is, of course, impossible, as any statistician will tell you. Why? Because Probabilities only have meaning in the case of an infinite or quasi-infinite number of sales outcomes. Yet, each sales is either a win or a lose, and is never repeated again. Thus, it is more proper to describe a situation in terms of "Per Cent Closed", or "Odds To Close."

Until now, no automated tool was available which simultaneously included both the experience of recent knowledge of sales activities in place and completed, and the ability to dynamically incorporate changing or unique variables particular to each sales situation and potential for new business.

Opportunity Analysis

Opportunity Analysis is a scenario generator for account managers and sales managers who require an accurate and realistic assessments of a sales situation and its potential to close.

Using minimal information, Opportunity Analysis provides a "per cent closed" rating for any given sales situation.

Estimated value is of course provided, along with totals by situation, etc. But, that is not particularly new.

What IS new, is that your Sales Process is used to generate the scenarios.

Account managers simply click "yes/no" to a list of questions on each sales situation, and Opportunity Analysis generates an answer to 2 questions:

Should We Bid?
If So, How Can We Win?

Obviously, these are the issues for sales managers to consider in assigning effort and resources to any sales situation.

Particularly since today sales managers are facing more and more RFP's and bidding situations than ever before.

Key Features/Benefits of Opportunity Analysis

All Sales Situations are analyzed objectively and quickly,
Sales Strategy Changes are obvious and results of that change quantified,
YOUR Sales Process drives the factors analyzed, as you execute it,
Revenue And GM/GP Forecasts are dynamically and automatically displayed,
Strategic Sales Factors can be simulated and optimized to the situation,
Alternate Scenarios, graduated or discrete, are easily input and charted,
Individual Sales Profiles show how each Account Manager is selling, or not selling,
Coaching Suggestions and Improvements are automatically implied, and
Your Entire Forecast can be included and displayed by Sales Process Step.

By using Opportunity Analysis, a sales Manager:

Has a grasp on not only the sales situations being forecast, but also,

Where each situation is in the Sales Process, and

Where to go and what to do to get them in the door!

Can it tell you IF a sale will close? No, it's not magic! But it can tell you exactly WHAT you must do to close it.

Can it tell you how to improve the odds for a sale to close, exactly where and what to do? Yes.

Can it provide a range of outcomes based on variances in your Sales Process? Yes.

At its very low price, it can pay for itself many times over on just its first use!

And, it is re-usable and modifiable, providing exceptional returns over the years ahead.

As your company business model changes over the years, Opportunity Analysis can change right with it.

Opportunity Analysis has been used by top Sales Managers in a variety of industries

It is impacting heavily the computer industry because it focuses on YOUR Sales Process and the steps YOU use to close business.

Terms and Conditions

Opportunity Analysis is available for a reasonable annual license fee, with unlimited users.

On-site installation on your network or network workstations.

1 year of maintenance and upgrades are included, as well as:

An initial generation and analysis of your Sales Process,
Examples of scenarios and interpretation training, and
Training so you can incorporate any future changes in your Sales Process into the system.

Also included: 2 hours of training at your S. California site at no charge except for our travel/hotel expenses, if any.

We will also come to your site, define and incorporate your Sales Process into the System, and install it on your system.

Customized user special features may also be incorporated through DELTA MAX Strategic Consulting Services.

Suggested Minimum System level:

Your kid's PC can run it.

Or, your wife's chat system.

So can your new PDA, likely.

If it can run Excel, any version, it will run Opportunity Analysis!

For more information, Contact us or call us at (949) 759-8529 and be prepared to discuss your needs.