Method and computer system for evaluating sales performance

• US 20040122726A1
• Filed: 12/23/2002
• Published: 06/24/2004
• Est. Priority Date: 12/23/2002
• Status: Abandoned Application

• Current Assignee: Albihns Goteborg AB
• Original Assignee: Albihns Goteborg AB
• Inventors: Linde, Mats, Linde, Viveka
• Application Number:
  US10/328,656
• Publication Number:
  US 20040122726A1
• Time in Patent Office: Days
• US Class Current: 705/10
• CPC Class Codes: G06Q 10/06393 Score-carding, benchmarking or key performance indicator [KPI] analysis
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0204 Market segmentation

Abstract

The present invention relates to a method for evaluating the sales performance regarding at least one first product. The method comprises: storing, in a central database, data related to the identities of a plurality of marketing representatives being associated with said product; storing, in said database, collected data related to at least one key success factor associated with the market performance related to said product as a result of marketing activities of said plurality of marketing representatives with respect to a number of customers of said product; and transmitting and presenting said information to at least one external user. The invention allows improved monitoring and evaluation of the effectiveness of a marketing or sales staff of a company.

Claims

1. A method for evaluating sales performance regarding at least one first product, comprising:

storing, in a central database, data related to the identities of a plurality of marketing representatives being associated with said product;

storing, in said database, collected data related to at least one key success factor associated with the market performance related to said product as a result of marketing activities of said plurality of marketing representatives with respect to a number of customers of said product; and

transmitting and presenting said information to at least one external user.

2. A method according to claim 1, comprising storing collected data related to at least one of the following measures:

a measure of the number of new customers purchasing said first product,

a measure of the number of customers switching between said first product and at least one additional, related product, and

a measure of the number of customers using said first product in addition to at least one additional, related product.

3. A method according to claim 1 or 2, comprising collecting data related to a key success factor corresponding to a measure of a proportion of said customers recalling personal promotion during a particular time period and related to said product.

4. A method according to claims 1 or 2, wherein said information is transmitted to said external user via a network such as the Internet.

5. A computer system for evaluating sales performance regarding at least one first product, comprising a database for storing collected data related to the identities of a plurality of marketing representatives being associated with said product and for storing collected data related to at least one key success factor associated with the market performance related to said product as a result of marketing activities of said plurality of marketing representatives with respect to a number of customers of said product;

and a central computer unit adapted for transmitting and said information to at least one external user.

6. A system according to claim 5, wherein the central computer unit and the database are adapted for processing information related to said key success factor in the form of at least one of the following measures:

a measure of the number of new customers purchasing said first product,

a measure of the number of customers switching between said first product and at least one additional, related product, and

a measure of the number of customers using said first product in addition to at least one additional, related product.

7. A system according to claim 5 or 6, wherein said central computer unit and said database are connected to a network such as the Internet, the information in said database being accessible to said external user.

8. A method for facilitating and improving marketing activities and increasing sales of at least one first product by evaluating the sales performance of a plurality of marketing representatives of a company associated with said product, comprising:

collecting and storing data related to the identities of said marketing representatives;

collecting and storing data related to at least one key success factor associated with the market performance related to said product as a result of marketing activities of said plurality of marketing representatives with respect to a number of customers of said product; and

making said information available to at least one external user.

9. A method according to claim 8, wherein the key success factor associated with the market performance is constituted by information related to at least one of the following measures:

a measure of the number of new customers purchasing said first product,

a measure of the number of customers switching between said first product and at least one additional, related product, and

a measure of the number of customers using said first product in addition to at least one additional, related product.

10. A method according to claim 8 or 9, comprising collecting data related to an additional key success factor corresponding to a measure of a proportion of customers recalling personal promotion during a particular time period and related to said first product.

11. A method according to any one of claims 8-9, wherein said information is transmitted to said user via a network such as the Internet.

12. Computer-readable data carrier for storing information related to the evaluation of the sales performance of a plurality of marketing representatives of a company associated with at least one first product, said information being related to the identities of said marketing representatives and to at least one key success factor associated with the market performance related to said product as a result of marketing activities of said plurality of marketing representatives with respect to a number of customers of said product.