ASSESSMENT OF SALES FORCE PERSONNEL FOR IMPROVEMENT OF SALES PERFORMANCE

• US 20090319344A1
• Filed: 06/18/2008
• Published: 12/24/2009
• Est. Priority Date: 06/18/2008
• Status: Abandoned Application

• Current Assignee: Accenture Global Services Limited (Accenture PLC)
• Original Assignee: Accenture Global Services Limited (Accenture PLC)
• Inventors: Hagberg, Richard, Bakosh, Richard J., Tepper, Samuel R.
• Application Number:
  US12/141,247
• Publication Number:
  US 20090319344A1
• Time in Patent Office: Days
• US Class Current: 705/11
• CPC Class Codes: G06Q 10/06393 Score-carding, benchmarking or key performance indicator [KPI] analysis
• CPC Class Codes: G06Q 10/10 Office automation; Time management

Abstract

Personality, behavior and competency assessment data is obtained for a sales person (or group of sales persons), particularly via a computer-implemented interface. The resulting overall individual (or aggregated) assessment data is then compared with high sales performer benchmark data to identify performance improvement opportunities that, in turn, are used to identify at least one specific action for the sales person (or group of sales persons). Such techniques may be use with sales management personnel as well. Reports based on the assessment results and comparisons thereof with high sales performer benchmark data may be created and provided to the individuals being assessed or persons associated with the individual sales persons. The personality, behavior and competency assessment data may also be used to identify predictive characteristics of high sales performers that may be subsequently used to predict other characteristics of individuals or groups.

Claims

1. A method for improving sales performance, the method comprising:

obtaining, via at least one computer-implemented interface, personality assessment data, behavior assessment data and competency assessment data for a sales person to provide overall individual assessment data;

comparing the overall individual assessment data with high sales performer benchmark data to identify performance improvement opportunities; and

identifying, based on the performance improvement opportunities, one or more specific actions for at least the sales person.

2. The method of claim 1, further comprising:

identifying at least one high sales performer;

obtaining personality assessment data, behavior assessment data and competency assessment data for the at least one high sales performer; and

determining the high sales performer benchmark data based on the personality assessment data, behavior assessment data and competency assessment data for the at least one high sales performer.

3. The method of claim 1, wherein comparing the overall individual assessment data with the high sales performer benchmark data provides individual comparison results, the method further comprising:

generating a report comprising information concerning the overall individual assessment data and the individual comparison results.

4. The method of claim 3, further comprising:

sending the report to at least one of the sales person and an individual associated with the sales person.

5. The method of claim 1, further comprising:

subsequent to implementation of the one or more specific actions, obtaining, via the computer-implemented interface, subsequent personality assessment data, subsequent behavior assessment data and subsequent competency assessment data for the sales person to provide subsequent overall individual assessment data; and

determining a level of change by the sales person based on the overall individual assessment data and the subsequent overall individual assessment data.

6. The method of claim 1, further comprising:

obtaining additional overall individual assessment data comprising additional personality assessment data, additional behavior assessment data and additional competency assessment data, from a plurality of sales persons, wherein the sales person and the plurality of sales persons are affiliated with an organization;

aggregating the additional overall individual assessment data and the overall individual assessment data to provide aggregated assessment data;

comparing the aggregated assessment data with the high sales performer benchmark data to identify additional performance improvement opportunities; and

identifying, based on the additional performance improvement opportunities, one or more additional specific actions for the sales person and the plurality of sales persons.

7. The method of claim 6, wherein comparing the aggregated assessment data with the high sales performer benchmark data provides aggregated comparison results, the method further comprising:

generating a report comprising information concerning the aggregated comparison results; and

sending the report to at least one of the sales person and an individual associated with the sales person.

8. The method of claim 1, wherein obtaining the personality assessment data, the behavior assessment data and the competency assessment data for the sales person further comprises soliciting at least one of the sales person and an individual associated with the sales person.

9. An apparatus for improving sales performance, comprising:

at least one processing device; and

at least one storage component, in communication with the at least one processing device, having stored thereon instructions that, when executed by the at least one processing device, cause the at least one processing device to;

provide a graphical user interface to at least one user terminal in communication with the apparatus;

obtain, via the graphical user interface, personality assessment data, behavior assessment data and competency assessment data for a sales person to provide overall individual assessment data;

compare the overall individual assessment data with high sales performer benchmark data to identify performance improvement opportunities; and

identify, based on the performance improvement opportunities, one or more specific actions for at least the sales person.

10. The apparatus of claim 9, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

obtain identities of at least one high sales performer;

obtain personality assessment data, behavior assessment data and competency assessment data for the at least one high sales performer; and

determine the high sales performer benchmark data based on the personality assessment data, behavior assessment data and competency assessment data for the at least one high sales performer.

11. The apparatus of claim 9, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

compare the overall individual assessment data with the high sales performer benchmark data to provide individual comparison results; and

generate a report comprising information concerning the overall individual assessment data and the individual comparison results.

12. The apparatus of claim 11, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

send the report to at least one of the sales person and an individual associated with the sales person.

13. The apparatus of claim 9, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

obtain, subsequent to implementation of the one or more specific actions, subsequent personality assessment data, subsequent behavior assessment data and subsequent competency assessment data for the sales person to provide subsequent overall individual assessment data; and

determine a level of change by the sales person based on the overall individual assessment data and the subsequent overall individual assessment data.

14. The apparatus of claim 9, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

obtain additional overall individual assessment data, comprising additional personality assessment data, additional behavior assessment data and additional competency assessment data, from a plurality of sales persons, wherein the sales person and the plurality of sales persons are affiliated with an organization;

aggregate the additional overall individual assessment data and the overall individual assessment data to provide aggregated assessment data;

compare the aggregated assessment data with the high sales performer benchmark data to identify additional performance improvement opportunities; and

identify, based on the additional performance improvement opportunities, one or more additional specific actions for the sales person and the plurality of sales persons.

15. The apparatus of claim 14, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

compare the aggregated assessment data with the high sales performer benchmark data to provide aggregated comparison results;

generate a report comprising information concerning the aggregated comparison results; and

send the report to at least one of the sales person and an individual associated with the sales person.

16. The apparatus of claim 9, the at least one storage component further comprising instructions that, when executed by the at least one processing device, cause the at least one processing device to:

obtain the personality assessment data, the behavior assessment data and the competency assessment data for the sales person by soliciting at least one of the sales person and an individual associated with the sales person.

17. A method for assessing characteristics of a sales person, the method comprising:

obtaining, via at least one computer-implemented interface, personality assessment data, behavior assessment data and competency assessment data for each of a plurality of sales persons affiliated with an organization;

identifying, based on the personality assessment data, the behavior assessment data and the competency assessment data for each of the plurality of sales persons, predictive characteristics for high sales performers;

obtaining, via the at least one computer-implemented interface, any one of personality assessment data, behavior assessment data and competency assessment data for an individual sales person;

where the personality assessment data for the individual sales person is obtained, predicting at least one of behavior characteristics and competency characteristics for the individual sales person based on the personality assessment data for the individual sales person and at least a first portion of the predictive characteristics;

where the behavior assessment data for the individual sales person is obtained, predicting competency characteristics for the individual sales person based on the behavior assessment data for the individual sales person and at least a second portion of the predictive characteristics; and

where the competency assessment data for the individual sales person is obtained, predicting behavior characteristics for the individual sales person based on the competency assessment data for the individual sales person and at least a third portion of the predictive characteristics.

18. The method of claim 17, wherein the individual sales person is being considered for affiliation with the organization when obtaining any one of the personality assessment data, the behavior assessment data and the competency assessment data for the individual sales person.

19. The method of claim 17, wherein the individual sales person is affiliated with the organization and being considered for a personnel change when obtaining any one of the personality assessment data, the behavior assessment data and the competency assessment data for the individual sales person.

20. An apparatus for assessing characteristics of a sales person, comprising:

at least one processing device; and

at least one storage component, in communication with the at least one processing device, having stored thereon instructions that, when executed by the at least one processing device, cause the at least one processing device to;

provide a graphical user interface to at least one user terminal in communication with the apparatus;

obtain, via the graphical user interface, personality assessment data, behavior assessment data and competency assessment data for each of a plurality of sales persons affiliated with an organization;

identify, based on the personality assessment data, the behavior assessment data and the competency assessment data for each of the plurality of sales persons, predictive characteristics for high sales performers;

obtain, via the graphical user interface, any one of personality assessment data, behavior assessment data and competency assessment data for an individual sales person;

where the personality assessment data for the individual sales person is obtained, predict at least one of behavior characteristics and competency characteristics for the individual sales person based on the personality assessment data for the individual sales person and at least a first portion of the predictive characteristics;

where the behavior assessment data for the individual sales person is obtained, predict competency characteristics for the individual sales person based on the behavior assessment data for the individual sales person and at least a second portion of the predictive characteristics; and

where the competency assessment data for the individual sales person is obtained, predict behavior characteristics for the individual sales person based on the competency assessment data for the individual sales person and at least a third portion of the predictive characteristics.

21. A sales force assessment apparatus, comprising:

a data collection and storage component, in communication with a plurality of user terminals via at least one communication network, operable to receive, from at least one user terminal of the plurality of user terminals, personality assessment data, behavior assessment data and competency assessment data for a sales person to provide overall individual assessment data; and

a data analysis component, in communication with the data collection and storage component, operable to aggregate the overall individual assessment data with additional overall individual assessment data from a plurality of sales persons affiliated with an organization with which the sales person is also affiliated to provide aggregated assessment data, to compare at least one of the individual assessment data and the aggregated assessment data with high sales performer benchmark data to provide comparison results, and to identify improvement opportunities and one or more specific actions based on the comparison results.

22. The apparatus of claim 21, the data collection and storage component further comprising a user interface generation component operable to provide a user interface to the at least one user terminal.

23. The apparatus of claim 21 further comprising a reporting component operable to generate a report comprising information concerning at least one of the overall individual assessment data, the aggregated assessment data and the comparison results.

24. The apparatus of claim 23, the reporting component being further operable to provide the report to one or more of the plurality of user terminals.