PREDICTIVE AND PROFILE LEARNING SALES AUTOMATION ANALYTICS SYSTEM AND METHOD
First Claim
1. A sales automation method comprising:
- providing a repository of ideal and learned sales data profiles and a repository of raw sales data;
extracting raw sales data and extracting ideal and learned sales data;
defining a sales pipeline having a construct of a series of stages thereby defining a sales strategy where each stage is assigned a conversion rate and assumed value potential;
correlating the raw sales data among the series of stages based on the respective task;
correlating the ideal and learned data among the series of stages based on respective task;
developing a predictive model of a conversion rate of the sales strategy base on the correlating of the ideal and learned data; and
applying the predictive model to the correlated raw sales data and developing a raw predictive model to a row conversion rate.
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Abstract
A sales automation system and method, namely a system and method for scoring sales representative performance and forecasting future sales representative performance. These scoring and forecasting techniques can apply to a sales representative monitoring his own performance, comparing himself to others within the organization (or even between organizations using methods described in application), contemplating which job duties are falling behind and which are ahead of schedule, and numerous other related activities. Similarly, with the sales representative providing a full set of performance data, the system is in a position to aid a sales manager identify which sales representatives are behind others and why, as well as help with resource planning should requirements, such as quotas or staffing, change.
19 Citations
19 Claims
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1. A sales automation method comprising:
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providing a repository of ideal and learned sales data profiles and a repository of raw sales data; extracting raw sales data and extracting ideal and learned sales data; defining a sales pipeline having a construct of a series of stages thereby defining a sales strategy where each stage is assigned a conversion rate and assumed value potential; correlating the raw sales data among the series of stages based on the respective task; correlating the ideal and learned data among the series of stages based on respective task; developing a predictive model of a conversion rate of the sales strategy base on the correlating of the ideal and learned data; and applying the predictive model to the correlated raw sales data and developing a raw predictive model to a row conversion rate.
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2. A method comprising:
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determining at least one first revenue forecasting parameter based on at least one performance characteristic of at least one person supporting generation of revenue for the organization; and determining at least one second revenue forecasting parameter to forecast the revenue of an organization, wherein the at least second forecasting parameter is determined at least in part from sales opportunities in a sales pipeline; and forecasting revenue of the organization using at least in part the first and second forecasting parameters. - View Dependent Claims (3, 4, 5, 6, 7)
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8. A system comprising:
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a processor; and a memory coupled with and readable by the processor and storing therein a set of instructions which, when executed by the processor, causes the processor to perform a method comprising; determining at least one first revenue forecasting parameter based on at least one performance characteristic of at least one person supporting generation of revenue for the organization; and determining at least one second revenue forecasting parameter to forecast the revenue of an organization, wherein the at least second forecasting parameter is determined at least in part from sales opportunities in a sales pipeline; and forecasting revenue of the organization using at least in part the first and second forecasting parameters. - View Dependent Claims (9, 10, 11, 12, 13)
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14. A computer-readable memory comprising a set of instructions stored therein which, when executed by a processor, causes the processor to perform a method comprising:
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determining at least one first revenue forecasting parameter based on at least one performance characteristic of at least one person supporting generation of revenue for the organization; and determining at least one second revenue forecasting parameter to forecast the revenue of an organization, wherein the at least second forecasting parameter is determined at least in part from sales opportunities in a sales pipeline; and forecasting revenue of the organization using at least in part the first and second forecasting parameters. - View Dependent Claims (15, 16, 17, 18, 19)
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Specification