System and method for sales performance improvement by identifying isotonic architecture

• US 20140172511A1
• Filed: 09/17/2013
• Published: 06/19/2014
• Est. Priority Date: 09/17/2013
• Status: Abandoned Application

• Current Assignee: HCL Technologies Limited
• Original Assignee: HCL Technologies Limited
• Inventors: Suram, Jeyavardhan, Sridharan, Gopal
• Application Number:
  US14/029,130
• Publication Number:
  US 20140172511A1
• Time in Patent Office: Days
• US Class Current: 705/7.36
• CPC Class Codes: G06Q 10/0637 Strategic management or analysis, e.g. setting a goal or target of an organisation; Planning actions based on goals; Analysis or evaluation of effectiveness of goals

Abstract

Disclosed herein is a method and system for improving performance of a sales person by generating appropriate suggestions. When the sales person has to approach a client organization to do business, the system collects information related to the client organization and builds a people map. Information in the people map is processed to identify parameters such as power centre, power play and power centre in the client organization. Further, based on the identified power centre, power play and power centre information, suggestions are made so as to help the sales person to improve knowledge about the client organization and to strategize sales approach accordingly.

Claims

1. A method for improving performance of a sales person by generating suggestions, said method comprises:

collecting a plurality of information related to a client organization;

generating a people map based on said collected information;

identifying a power centre, power shift and power play in said client organization by processing said generated people map; and

generating at least one suggestion based on said identified power centre, power shift and power play in said client organization.

2. The method as in claim 1, wherein said processing the people map to identify power centre, power play and power shift further comprises:

extracting useful data from said people map;

classifying said extracted useful data;

identifying said power centre, power play and power shift by analyzing said classified data; and

validating said identified power centre, power play and power shift.

3. The method as in claim 2, wherein said useful data is extracted from said people map based on at least one of a plurality of pre-configured criteria.

4. The method as in claim 2, wherein classifying said extracted useful data further comprises of arranging said useful data to at least one of a plurality of groups and classes.

5. The method as in claim 2, wherein analyzing said classified data further comprises comparing said classified data with a pre-modeled organizational structure.

6. The method as in claim 2, wherein said identified power centre, power play and power shift are validated automatically based on at least one of a plurality of set preferences.

7. A sales performance improvement system for improving performance of a sales person by generating suggestions, said system configured for:

collecting a plurality of information related to a client organization using an Input/Output (I/O) interface;

generating a people map based on said collected information using a map generating module;

identifying a power centre, power shift and power play in said client organization by processing said generated people map using a processing engine; and

generating at least one suggestion based on said identified power centre, power shift and power play in said client organization using said processing engine.

8. The sales performance improvement system as in claim 7, wherein said processing engine is further configured to process said people map to identify said power centre, power play and power shift by:

extracting useful data from said people map using a data selection module;

classifying said extracted useful data using a data classification module;

identifying said power centre, power play and power shift by analyzing said classified data using an analyzer module; and

validating said identified power centre, power play and power shift using a validation module.

9. The data selection module as in claim 8 is further configured to extract said useful data from said people map based on at least one of a plurality of pre-configured criteria.

10. The data classification module as in claim 8 is further configured to classify said extracted useful data by arranging said useful data to at least one of a plurality of groups and classes.

11. The analyzer module as in claim 8 is further configured to analyze said classified data by comparing said classified data with a pre-modeled organizational structure.

12. The analyzer module as in claim 8 is further configured to automatically validate said identified power centre, power play and power shift based on at least one of a plurality of set preferences.