QUALITATIVE AND QUANTITATIVE ANALYTICAL MODELING OF SALES PERFORMANCE AND SALES GOALS

• US 20140324521A1
• Filed: 07/14/2014
• Published: 10/30/2014
• Est. Priority Date: 02/11/2009
• Status: Abandoned Application

• Current Assignee: Johnathan Mun
• Original Assignee: Johnathan Mun
• Inventors: Mun, Johnathan
• Application Number:
  US14/330,581
• Publication Number:
  US 20140324521A1
• Time in Patent Office: Days
• US Class Current: 705/7.28
• CPC Class Codes: G06Q 10/04 Forecasting or optimisation specially adapted for administrative or management purposes, e.g. linear programming or "cutting stock problem" market predictions or forecasting for commercial activities G06Q30/0202
• CPC Class Codes: G06Q 10/0635 Risk analysis of enterprise or organisation activities
• CPC Class Codes: G06Q 10/06393 Score-carding, benchmarking or key performance indicator [KPI] analysis
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 40/02 Banking, e.g. interest calculation or account maintenance credit or loans G06Q40/03
• CPC Class Codes: G06Q 40/06 Asset management; Financial planning or analysis
• CPC Class Codes: G06Q 40/08 Insurance

Abstract

The present invention is applicable in the field of sales performance management coupled with corporate finance, corporate capital investments, economics, math, business risk analysis, simulation, decision analysis, qualitative risk analysis, risk management, quantitative risk analysis, and business statistics, and relates to the modeling and valuation of investment decisions and sales performance management and analysis under uncertainty and risk within all companies, allowing these firms to properly identify, assess, quantify, value, diversify, and hedge their corporate capital investment and sales management decisions and their associated risks. Specifically, the present invention looks at starting from comprehensive qualitative sales performance management and moving the analysis into the realms of quantitative risk-based sales performance modeling, simulation, and optimization.

Claims

1. A computer-implemented system for qualitative and quantitative modeling and analysis of sales performance and management comprising:

a processor;

and a goals analytics module comprising computer-executable instructions stored in nonvolatile memory,

wherein said processor and said goals analytics module are operably connected and configured to;

provide a user interface to a user, wherein said user interface is a sales performance database that allows said user to organize and manage one or more sales performance data elements;

receive sales performance input from said user, wherein said sales performance input is comprised of said one or more sales performance data elements entered by said user selected from a group of sales performance data elements comprising historical sales performance data, sales pipeline data, and future sales forecast data;

analyze said sales performance input, wherein a risk-based sales performance management and analysis is performed on each of said one or more sales performance data elements;

create sales performance and risk-based sales analysis charts, wherein one or more graphs are generated based on said risk-based sales performance management and analysis of each of said one or more sales performance data elements;

analyze sales- and risk-level trends of said one or more sales performance data elements, wherein in patterns of change in sales and risk levels for said one or more sales performance data elements can be plotted over time;

forecast changes in said sales and risk levels of said one or more sales performance data elements, wherein said sales- and risk-level trends are evaluated to provide a predictive analysis of future sales- and risk-level change of said one or more sales performance data elements;

recommend one or more sales performance enhancement programs based on said sales- and risk-level trends and said predictive analysis of future sales- and risk-level change, wherein each of one or more sales performance enhancement programs are evaluated for statistical effectiveness; and

create a goals selection and discrimination methodology, wherein any organizational unit of a business can be assigned a relative share of a performance goal.

2. The computer-implemented system of claim 1, further comprising a communications means operably connected to said processor and said goals analytics module.

3. The computer-implemented system of claim 1, wherein said one or more sales performance data elements can be segmented and managed according to one or more of (i) by company, (ii) by department, (iii) by team, and (iv) by individuals.

4. The computer-implemented system of claim 1, wherein said user interface is further configured to allow said user to manage and designate authorized users and managers that are selected from one or more groups comprising global administrators, local administrators, and end users.

5. The computer-implemented system of claim 1, wherein said one or more graphs are selected from the group of graphs comprising bar graphs, heat map matrixes, Pareto charts, scenario tables, tornado charts, and pie charts.

6. The computer-implemented system of claim 5, wherein each of said heat map matrixes is a key performance indicator heat map that is color coded to detail a plurality of sales performance levels.

7. The computer-implemented system of claim 6, wherein said key performance indicator heat map is organized by company, department, team, and individual categories based on said plurality of sales performance levels.

8. The computer-implemented system of claim 1, wherein said goals analytics module and said processor are further configured to send an alert in response to an alert event, wherein said alert event is one or more alert events selected from a group of alert events comprising (i) when said sales and risk levels of said one or more sales performance data elements falls below a stipulated sales goal level (ii) within a certain number of remaining days before an end of a performance period, and (iii) at a frequency specified by one or more of company administration, individual demand, and event activity.

9. The computer-implemented system of claim 1, wherein said goals analytics module and said processor are further configured to perform sales performance mapping to reveal how each of said one or more sales performance data elements affects each segment of an organization.

10. The computer-implemented system of claim 1, wherein said goals analytics module and said processor are further configured to perform Monte Carlo risk simulations using said historical sales performance data, said sales pipeline data, said future sales forecast data, management assumptions, and sales associate assumptions to determine a probability that a sales goal will be met.

11. The computer-implemented system of claim 10, wherein said goals analytics module and said processor are further configured to analyze how said probability will be affected by a change in number of sales associates.

12. The computer-implemented system of claim 1, wherein said goals analytics module and said processor are further configured to perform Monte Carlo risk simulations using said historical sales performance data, said sales pipeline data, said future sales forecast data, management assumptions, and sales associate assumptions to recommend a sales goal based on a desired confidence level of said user in attaining said sales goal.

13. A computer-implemented method for qualitative and quantitative modeling and analysis of sales performance and management, said method comprising the steps of:

providing a user interface to a user, wherein said user interface is a sales performance database that allows said user to organize and manage one or more sales performance data elements;

receiving sales performance input from said user, wherein said sales performance input is comprised of said one or more sales performance data elements entered by said user selected from a group of sales performance data elements comprising historical sales performance data, sales pipeline data, and future sales forecast data;

analyzing said sales performance input, wherein a risk-based sales performance management and analysis is performed on each of said one or more sales performance data elements;

creating sales performance and risk-based sales analysis charts, wherein one or more graphs are generated based on said risk-based sales performance management and analysis of each of said one or more sales performance data elements;

analyzing sales- and risk-level trends of said one or more sales performance data elements, wherein in patterns of change in sales and risk levels for said one or more sales performance data elements can be plotted over time;

forecasting changes in said sales and risk levels of said one or more sales performance data elements, wherein said sales- and risk-level trends are evaluated to provide a predictive analysis of future sales- and risk-level change of said one or more sales performance data elements;

recommending one or more sales performance enhancement programs based on said sales- and risk-level trends and said predictive analysis of future sales- and risk-level change, wherein each of one or more sales performance enhancement programs are evaluated for statistical effectiveness; and

providing a status report to each organizational unit of a business that details a current performance goal status for one or more time periods and a probability of success rate for each of said one or more time periods given said current performance goal status.

14. The computer-implemented method of claim 13, wherein said one or more sales performance data elements can be segmented and managed according to one or more of (i) by company, (ii) by department, (iii) by team, and (iv) by individuals.

15. The computer-implemented method of claim 13, wherein said one or more graphs are selected from the group of graphs comprising bar graphs, heat map matrixes, Pareto charts, scenario tables, tornado charts, and pie charts.

16. The computer-implemented method of claim 15, wherein each of said heat map matrixes is a key performance indicator heat map that is color coded to detail a plurality of sales levels.

17. The computer-implemented method of claim 16, wherein said key performance indicator heat map is organized by sales performance classification categories based on said plurality of sales performance levels.

18. The computer-implemented method of claim 13, further comprising the step of sending an alert in response to an alert event, wherein said alert event is one or more alert events selected from a group of alert events comprising (i) when said sales and risk levels of said one or more sales performance data elements falls below a stipulated sales goal level (ii) within a certain number of remaining days before an end of a performance period, and (iii) at a frequency specified by one or more of company administration, individual demand, and event activity.

19. The computer-implemented method of claim 13, further comprising the step of performing sales performance mapping to reveal how each of said one or more sales performance data elements affect each segment of an organization.

20. The computer-implemented method of claim 13, further comprising the step of performing Monte Carlo risk simulations using said historical sales performance data, said sales pipeline data, said future sales forecast data, management assumptions, and sales associate assumptions to determine a probability that a sales goal will be met.

21. The computer-implemented method of claim 13, further comprising the step of analyzing how said probability will be affected by a change in number of sales associates.

22. The computer-implemented system of claim 13, wherein said goals analytics module and said processor are further configured to perform Monte Carlo risk simulations using said historical sales performance data, said sales pipeline data, said future sales forecast data, management assumptions, and sales associate assumptions to recommend a sales goal based on a desired confidence level of said user in attaining said sales goal.