Most sales teams don’t have a selling problem. They have a time problem.
Missed quotas, unreliable forecasts, and teams that look busy but underdeliver all trace back to the same root cause: time that is misallocated, invisible, and unmanaged.
The OPPTIC Sales Method is the time-based operating system that fixes it.
OPPTIC Sales Method was built to solve three specific problems
The inconsistent performer
You have reps who crush one quarter and miss the next, and you can’t tell in advance which quarter it will be. The individual talent is real. What’s missing is the system that makes talent repeatable.
The forecast you can’t trust
The number on Monday isn’t the same as the number on Friday. Deals slide a quarter, then slide again. Reps commit with confidence and walk it back quietly. The problem isn’t honesty — it’s that nobody on the team, including the rep, actually knows where the deal stands.
Activities that look like selling
Fifty calls a day, a full calendar, a busy Slack — and a pipeline that won’t move. Ask the rep their win rate, their pipeline multiple, or the name of their champion, and the answer stalls. Motion is not the same as progress, and a busy team is not the same as a selling team.
Sales is not just selling. It’s running a book of business. The rep who understands this operates like a business owner — with clarity about their pipeline, time, forecast, and plan. That’s operational excellence. That’s what the OPPTIC Sales Method produces.
Time Audit Tool
You don’t have to win the whole day. Just the hours that matter.
The OPPTIC Sales Method Time Audit is the fastest way to see where your time is really going. In 5 minutes, you’ll know your Flow-to-Friction ratio — the single most revealing number in your sales operation.
No login required. No commitment. Just clarity.
Where your time goes determines your results
Every sales week has a fixed budget of hours. How you invest those hours — and how much of that investment goes toward revenue-generating activity versus operational overhead — is the difference between a team that hits its number and one that wonders why it didn’t.
The OPPTIC Sales Method measures this as your Flow-to-Friction ratio. Flow is the time that builds pipeline, advances deals, and drives results. Friction is everything else — necessary, but not revenue-generating.
The OPPTIC Sales Method benchmark: Flow above your role's floors, Friction within healthy limits. The floors and limits are calibrated to the specific way your role invests time — because an AE's week doesn't look like a CSM's, and the audit reflects that. Most teams, when they first measure it, have the balance backward.
The Four Pillars of the OPPTIC Sales Method
Each pillar is a structured discipline. Together, they form a complete time-based operating system for revenue teams.
02 · 60-3-35 Cadence — Priorities
01 · Time Audit — Awareness
You cannot fix what you cannot see. The Time Audit makes your time visible — across 11 role-specific profiles — showing where you're above healthy floors, where you're over friction limits, and exactly where the leaks are. This is where every OPPTIC Sales Method engagement begins.
→ Start here: Take the Free Time Audit
03 · OPPTIC Qualification — Plan
Most deals don’t fail at close — they fail at qualification. The OPPTIC Sales Method framework (Outcome, Pain, People, Timeline, Impact, Criteria) ensures reps are working the right deals with the right information at every stage. Qualified deals close. Unqualified deals consume time.
Your pipeline should be right-sized, not maximized. The 60-3-35 Cadence gives every rep a time-based rhythm: 60 selling days, a pipeline multiple calibrated to their win rate, and a 35% close target. No wasted motion. No sandbagging. Just the right amount of pipeline to hit your number.
04 · MAP & SONS — Action
Strategic deals get a MAP (Mutual Accountability Plan) — a co-owned project plan built backward from the close date, agreed upon by both the rep and the champion. Transactional deals get a SONS (Series of Next Steps) — a disciplined sequence with a clear owner and date per action. Either way: every deal has a timeline, an owner, and a next action. No drift. No stalled pipeline.
Together, these four pillars give revenue teams the visibility, discipline, and alignment to run their business — not just their deals — with clarity and confidence.
Thirty years in the field.
One insight that changes everything.
Most sales methodologies ignore the one resource no seller can negotiate: time. Morgan Lim — Enterprise Account Executive turned sales trainer and author — built the OPPTIC Sales Method to put time awareness at the center of how sellers qualify, prioritize, and close.
Your competitor may have more experience, a bigger territory, or a larger budget. They do not have more hours in the day. That is the advantage OPPTIC teaches sellers to claim.
The OPPTIC Sales Method didn't come from a boardroom. It came from three decades of figuring out what actually works — and why. It is the operating system I wish I had when I started, and the one I now give to the revenue teams and individuals I work with. The goal isn't a methodology. The goal is to help people invest their finite hours in the work that actually produces results — and the life they actually want.
Three Ways to Partner with the OPPTIC Sales Method
The OPPTIC Platform
A role-calibrated diagnostic and execution platform, live today. Run a Time Audit across eleven revenue roles, calculate weekly pipeline targets with the 60-3-35 Cadence engine, and track every deal through OPPTIC qualification and MAP/SONS execution plans. One score, one dashboard, one honest view of how your team’s time is converting into revenue.
Workshops & Training-as-a-Service
Workshops teach the method in the room. Training-as-a-Service is what keeps it in the workflow after the room empties out — monthly deal inspection, pipeline reviews, quarterly Time Audits, and cadence recalibration. A method a team attends once is a binder on a shelf. A method a team practices monthly is how habits form and numbers compound.
Consulting & Advisory
Strategic engagements for VP Sales and CRO teams rebuilding how the revenue org runs. We integrate OPPTIC into your go-to-market motion, forecasting process, and team operating rhythm, with platform data informing every recommendation. For the quarters where the goal is to change the operating system, not adjust the dials.
Every engagement starts with a Time Audit. Because before we can build the solution, we need to see the picture clearly.