Method of assisting a sales representative in selling
First Claim
1. A computer implemented method of assisting a sales representative with prioritizing a plurality of sales opportunities, comprising the steps of:
- for each of the sales opportunities, determining a probability from a finite number of possible probability values that the sales representative will ultimately win the sale;
establishing a sales cycle time line for each of the sales opportunities and dividing each of the respective sales cycle time lines into a uniform number and type of selling phases;
for each sales opportunity, assigning a time-dependent priority value based on the determined probability values for the sales opportunity and the selling phase that the sales opportunity is in at the time that the priority value is assigned; and
providing on a visual display for the sale representative an indication of the time-dependent priority value assigned to at least one of the sales opportunities.
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Accused Products
Abstract
A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising: determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative; determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity; assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and rendering on a display a visual representation of the probability and the priority.
49 Citations
20 Claims
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1. A computer implemented method of assisting a sales representative with prioritizing a plurality of sales opportunities, comprising the steps of:
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for each of the sales opportunities, determining a probability from a finite number of possible probability values that the sales representative will ultimately win the sale;
establishing a sales cycle time line for each of the sales opportunities and dividing each of the respective sales cycle time lines into a uniform number and type of selling phases;
for each sales opportunity, assigning a time-dependent priority value based on the determined probability values for the sales opportunity and the selling phase that the sales opportunity is in at the time that the priority value is assigned; and
providing on a visual display for the sale representative an indication of the time-dependent priority value assigned to at least one of the sales opportunities. - View Dependent Claims (2, 3)
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4. A computer implemented method of providing feedback to a sales representative for a sales opportunity to a customer, comprising:
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determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative;
determining, in dependence on information received from the sales representative, a location on a sales cycle time line for the sales opportunity;
assigning a priority to the sales opportunity in dependence on the location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and
rendering on a display a visual representation of the probability and the priority. - View Dependent Claims (5, 6, 7, 8, 9, 10, 11, 12, 13)
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14. A computerized sales advisor system for advising a sales representative about a sales opportunity to a customer, the system comprising:
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an input device for receiving information relating to an actual sales opportunity;
an information storage device for storing information, including inputted information;
a processor for reading and processing input from the input device and information from the storage device in accordance with a program of instructions to produce an output response; and
a visual output device for presenting the output response to the sales representative;
wherein said processor is configured for;
determining, in dependence on information received from the sales representative, a probability that the sales opportunity will result in a sale by the sales representative;
determining, in dependence on information received from the sales representative, a current location on a sales cycle time line for the sales opportunity;
assigning a priority to the sales opportunity in dependence on the current location on the sales cycle time line and the probability that the sales opportunity will result in a sale; and
rendering on a display of the output device a visual representation of the probability and the priority. - View Dependent Claims (15, 16, 17, 18, 19, 20)
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Specification