Sales funnel management method and system

• US 20080103876A1
• Filed: 12/28/2006
• Published: 05/01/2008
• Est. Priority Date: 10/31/2006
• Status: Abandoned Application

• Current Assignee: Caterpillar Incorporated
• Original Assignee: Caterpillar Incorporated
• Inventors: Gambogi, Theodore A., Topel, Rodney Alan, Armstrong, Albert Bacon, Vance, Terry Joe, Janes, John Paul, Simmons, James Arthur, Gorman, Robert Emmett
• Application Number:
  US11/646,429
• Publication Number:
  US 20080103876A1
• 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 30/0202 Market predictions or forecasting for commercial activities

Abstract

A method for evaluating opportunities in a sales funnel management system is disclosed. The method includes selecting one or more filters from one or more respective filter categories. The method further includes using the selected one or more filters to filter data provided to a data file, and providing actual opportunity data to the data file for each of one or more sales stages for each of one or more periods of time, based on the selected one or more filters. The method further includes displaying at least a portion of the provided actual opportunity data, and comparing the actual opportunity data to desired opportunity data to indicate whether a business entity is meeting its business plan.

Claims

1. A method for evaluating opportunities in a sales funnel management system, the method comprising:

selecting one or more filters from one or more respective filter categories;

using the selected one or more filters to filter data provided to a data file;

providing actual opportunity data to the data file for each of one or more sales stages for each of one or more periods of time, based on the selected one or more filters;

displaying at least a portion of the provided actual opportunity data; and

comparing the actual opportunity data to desired opportunity data to indicate whether a business entity is meeting its business plan.

2. The method of claim 1, wherein the one or more filters include a probability filter that filters opportunity data to be included in the data file based on one or more probability values specific to one or more respective individual opportunities.

3. The method of claim 1, wherein the data file includes probability values used to determine whether the business entity is meeting its business plan.

4. The method of claim 3, wherein the probability values are multiplied by respective opportunity values specific to respective stages of the sales funnel, in order to determine a number of opportunity values in each respective stage expected to result in closed-won sales.

5. The method of claim 1, wherein displaying the actual opportunity data includes displaying a number of opportunities at each of a number of stages of a sales funnel for each of a number of time periods.

6. The method of claim 5, further including:

selecting a particular stage for a particular period of time from the data file; and

in response, automatically displaying a list of individual opportunities associated with the selected stage and period of time.

7. The method of claim 1, wherein selecting the one or more opportunity filters includes using a graphical user interface having one or more selectable categories.

8. The method of claim 1, wherein providing the actual opportunity data to the data file includes loading the actual opportunity from an opportunity data file, the opportunity data file storing, for each present opportunity in the sales funnel, an indication of the present opportunity, and opportunity data associated with the present opportunity.

9. A computer program product stored on a computer-readable medium, the computer program product comprising:

instructions that, when executed, instruct one or more processors to select one or more filters from one or more respective filter categories;

instructions that, when executed, instruct one or more processors to use the selected one or more filters to filter data provided to a data file;

instructions that, when executed, instruct one or more processors to provide actual opportunity data to the data file for each of one or more sales stages for each of one or more periods of time, based on the selected one or more filters;

instructions that, when executed, instruct one or more processors to display at least a portion of the provided actual opportunity data; and

instructions that, when executed, instruct one or more processors to compare the actual opportunity data to desired opportunity data to indicate whether a business entity is meeting its business plan.

10. The computer program product of claim 9, wherein the one or more filters include a probability filter that filters opportunity data to be included in the data file based on one or more probability values specific to one or more respective individual opportunities.

11. The computer program product of claim 9, wherein the data file includes probability values used to determine whether the business entity is meeting its business plan.

12. The computer program product of claim 11, further including instructions that, when executed, instruct one or more processors to multiply the probability values by respective opportunity values specific to respective stages of the sales funnel, in order to determine a number of opportunity values in each respective stage expected to result in closed-won sales.

13. The computer program product of claim 9, further including instructions that, when executed, instruct one or more processors to display a number of opportunities at each of a number of stages of a sales funnel for each of a number of time periods.

14. The method of claim 13, further including instructions that, when executed, instruct one or more processors to:

receive a selection of a particular stage for a particular period of time from the data file; and

in response, automatically display a list of individual opportunities associated with the selected stage and period of time.

15. The method of claim 9, further including instructions that, when executed, instruct one or more processors to:

receive a selection of the one or more opportunity filters via a graphical user interface having one or more selectable categories.

16. The method of claim 9, further including instructions that, when executed, instruct one or more processors to:

provide the actual opportunity data to the data file from an opportunity data file, the opportunity data file storing each present opportunity in the sales funnel and associated opportunity data.

17. A method for viewing opportunities in a sales funnel management system, the method comprising:

selecting a plurality of opportunity filters from a plurality of respective opportunity filter categories;

using the selected filters to load a sales funnel data file that tracks actual sales opportunities as they pass through a sales funnel;

automatically providing values to the sales funnel data file reflecting a number of actual sales opportunities at each of a plurality of sales funnel stages for each of a plurality of periods of time, based on the selected one or more filters;

displaying at least a portion of the provided values; and

using the provided values to indicate whether a business entity is meeting its business plan.

18. The method of claim 17, wherein the plurality of filters include a probability filter that filters opportunity data to be included in the sales funnel data file based on one or more probability values specific to one or more respective individual opportunities.

19. The method of claim 17, wherein the sales funnel data file includes probability values used to determine whether the business entity is meeting its business plan.

20. The method of claim 19, wherein the probability values are multiplied by respective opportunity values specific to respective stages of the sales funnel, in order to determine a number of opportunity values in each respective stage expected to result in closed-won sales.