METHOD AND APPARATUS FOR MANAGEMENT OF SALES ACTIVITY INFORMATION

• US 20080027786A1
• Filed: 07/25/2007
• Published: 01/31/2008
• Est. Priority Date: 07/28/2006
• Status: Active Grant

• Current Assignee: Quest Direct Corporation
• Original Assignee: Quest Direct Corporation
• Inventors: Davis, Peter, Harvat, Mark
• Granted Patent: US 8,533,025 B2
• Time in Patent Office: Days
• US Class Current: 705/10
• CPC Class Codes: G06F 16/2264 Multidimensional index structures
• CPC Class Codes: G06Q 10/0639 Performance analysis of employees; Performance analysis of enterprise or organisation operations
• 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

Abstract

Systems and methods are described for management of sales activity information. In an embodiment, a system comprises a client system; and a server system, communicatively coupled to the client system, wherein the server system comprises: a client interface to receive sales activity data from the client system, wherein the sales activity is associated with a sales process and arranged using a multi-dimensional matrix; and a data storage system to store the sales activity data using a coordinate system that corresponds with the multi-dimensional matrix. Other embodiments are disclosed.

Claims

1. A system comprising:

a client system; and

a server system, communicatively coupled to the client system, wherein the server system comprises;

a client interface to receive sales activity data from the client system, wherein the sales activity is associated with a sales process and arranged using a multi-dimensional matrix; and

a data storage system to store the sales activity data using a coordinate system that corresponds with the multi-dimensional matrix.

2. The system of claim 1, wherein the server system further comprises:

an analysis module to analyze the sales activity data; and

a presentation module to output the analysis of the sales activity data.

3. The system of claim 2, wherein the analysis module is further configured to use the sales activity data to track sales progress.

4. The system of claim 3, wherein the sales activity is aggregated using at least one of:

a sales person, a sales department, a sales branch, a product, a service, a market, a sales manager, a time period, a client, or a client type.

5. The system of claim 4, wherein the client type is a member selected from the group of:

a prospective client and an existing client.

6. The system of claim 2, wherein the analysis module is further configured to use the sales activity data to determine a recommended next step in the sales process.

7. The system of claim 2, wherein the analysis module is further configured to use the sales activity data to determine whether a sales activity corresponding with the sales activity data conforms to a best practice.

8. The system of claim 7, wherein the best practice is associated with a sales situation.

9. The system of claim 8, wherein the sales situation is comprised of a plurality of factors, wherein the plurality of factors include a business situation, a type of buyer, an influence in a decision process, a commitment level, a buying decision, a buying motive, an opportunity phase, a interaction type, an activity type, a personal style, and a product or service offering.

10. The system of claim 1, wherein the multi-dimensional matrix comprises a first dimension and a second dimension, wherein the first dimension comprises an aspect of a buying decision and the second dimension comprises an interaction type.

11. The system of claim 10, wherein the aspect of the buying decision comprises a person, a business entity, a product or service, a price and terms, or a timeframe.

12. The system of claim 10, wherein the aspect of the buying decision consists of a person, a business entity, a product or service, a price and terms, and a timeframe.

13. The system of claim 10, wherein the interaction type comprises relationship building, questioning, summarizing needs, presentation, determining a solution that satisfies the summarized needs, buyer action, ensuring buyer satisfaction, or delivering a product or service.

14. The system of claim 10, wherein the interaction type consists of relationship building, questioning, summarizing needs, presentation, determining a solution that satisfies the summarized needs, buyer action, ensuring buyer satisfaction, and delivering a product or service.

15. The system of claim 1, wherein the client system comprises a mobile computing device.

16. The system of claim 15, wherein the mobile computing device comprises a personal digital assistant (PDA), a laptop computer, a specialized device, or a telephone.

17. A method comprising:

receiving, at a server system, sales activity data from a client system, wherein the sales activity is associated with a sales process and arranged using a multi-dimensional matrix; and

storing the sales activity data using a coordinate system that corresponds with the multi-dimensional matrix.

18. The method of claim 17, further comprising:

analyzing the sales activity data; and

presenting the analysis of the sales activity data.

19. The method of claim 18, further comprising using the sales activity data to track sales progress.

20. The method of claim 19, wherein the sales activity is aggregated using at least one of:

a sales person, a sales department, a sales branch, a product, a service, a market, a sales manager, a time period, a client, or a client type.

21. The method of claim 20, wherein the client type is a member selected from the group of:

a prospective client and an existing client.

22. The method of claim 18, further comprising using the sales activity data to determine a recommended next step in the sales process.

23. The method of claim 18, further comprising using the sales activity data to determine whether a sales activity corresponding with the sales activity data conforms to a best practice.

24. The method of claim 23, wherein the best practice is associated with a sales situation.

25. The method of claim 24, wherein the sales situation is comprised of a plurality of factors, wherein the plurality of factors include a business situation, a type of buyer, an influence in a decision process, a commitment level, a buying decision, a buying motive, an opportunity phase, a interaction type, an activity type, a personal style, and a product or service offering.

26. The method of claim 17, wherein the multi-dimensional matrix comprises a first dimension and a second dimension, wherein the first dimension comprises an aspect of a buying decision and the second dimension comprises an interaction type.

27. The method of claim 26, wherein the aspect of the buying decision comprises a person, a business entity, a product or service, a price and terms, or a timeframe.

28. The method of claim 26, wherein the aspect of the buying decision consists of a person, a business entity, a product or service, a price and terms, and a timeframe.

29. The method of claim 26, wherein the interaction type comprises relationship building, questioning, summarizing needs, presentation, determining a solution that satisfies the summarized needs, buyer action, ensuring buyer satisfaction, or delivering a product or service.

30. The method of claim 26, wherein the interaction type consists of relationship building, questioning, summarizing needs, presentation, determining a solution that satisfies the summarized needs, buyer action, ensuring buyer satisfaction, and delivering a product or service.

31. The method of claim 17, wherein the client system comprises a mobile computing device.

32. The method of claim 31, wherein the mobile computing device comprises a personal digital assistant (PDA), a laptop computer, a specialized device, or a telephone.

33. A computer-readable medium comprising instructions, which when executed on a computer, cause the computer to:

receive, at a server system, sales activity data from a client system, wherein the sales activity is associated with a sales process and arranged using a multi-dimensional matrix; and

store the sales activity data using a coordinate system that corresponds with the multi-dimensional matrix.