Sales force automation system with focused account calling tool

摘要

A sales force automation method (30), comprises providing instructions which operatively direct a computer system (100) to employ one or more predetermined input-parameters (60), wherein each input-parameter is applicable to one or more clients. Sets of input-values are operatively sorted to the input-parameters for a corresponding, individual client, and the input-values that pertain to a selected client-set (62) are operatively gathered. The computer system sorts the input-values from the client-set according to sales-parameters (64) that pertain to the selected client-set. The sorted input-values are compiled and analyzed to generate an actual sales-performance-value (84) for each sales-parameter. Upon a comparison between the sales-performance-value for a sales-parameter and a corresponding parameter-target-value or target-range, the computer system can determine an appropriate sales performance-rating. Upon such determination of the sales performance-rating, the computer system can be operatively directed to display a graphical indicator (68) that corresponds to the sales performance-rating.

主权项

1. A method comprising:
receiving one or more activity parameters indicating at least one of total calls, total end user calls, trial rate, conversion rate, plan execution for end users, plan execution for distributors, target account focus for end users, or target account focus for distributors; receiving a weighting factor and a target activity value for the received one or more activity parameters, each target activity value associated with one of a plurality of performance levels; receiving customer data related to customer interactions with respective members of a sales force wherein the customer data indicates which of the one or more activity parameters were performed by each of the respective members of the sales force; determining a performance value for the received one or more activity parameters for a particular member of the sales force, said determining based at least in part on the customer data; comparing the performance values for the received activity parameters to the respective target activity value; determining, by a computing system having one or more computer processors, performance scores for the received one or more activity parameters for the particular member of the sales force, the performance scores based at least partly on said comparing of the performance values, said weighting factor for the associated activity parameter, and the one or more activity parameters that were performed by the particular member of the sales force; determining, by the computing system, one of the plurality of performance levels for the received activity parameters based at least in part on the respective performance scores; and generating, by the computing system, a report including performance scores for the particular member of the sales force and performance levels associated with respective performance scores, wherein the performance levels are indicated by graphical indications.