Sales force automation system with focused account calling tool

• US 20070282650A1
• Filed: 12/04/2006
• Published: 12/06/2007
• Est. Priority Date: 06/05/2006
• Status: Active Grant

• Current Assignee: Callahan Cellular LLC (Intellectual Ventures LLC)
• Original Assignee: Kimberly-Clark Worldwide Incorporated (Kimberly-Clark Corporation)
• Inventors: Jackness, Jeffrey, Sutton, Douglas Kendall
• Granted Patent: US 8,775,234 B2
• Time in Patent Office: Days
• US Class Current: 705/7
• 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
• CPC Class Codes: G06Q 10/06375 Prediction of business process outcome or impact based on a proposed change
• CPC Class Codes: G06Q 10/0639 Performance analysis of employees; Performance analysis of enterprise or organisation operations
• CPC Class Codes: G06Q 10/06393 Score-carding, benchmarking or key performance indicator [KPI] analysis
• CPC Class Codes: G06Q 10/06398 Performance of employee with respect to a job function
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data

Abstract

A sales force automation method (30), comprises providing instructions which operatively direct a computer system (100) to employ one or more predetermined input-parameters (60), wherein each input-parameter is applicable to one or more clients. Sets of input-values are operatively sorted to the input-parameters for a corresponding, individual client, and the input-values that pertain to a selected client-set (62) are operatively gathered. The computer system sorts the input-values from the client-set according to sales-parameters (64) that pertain to the selected client-set. The sorted input-values are compiled and analyzed to generate an actual sales-performance-value (84) for each sales-parameter. Upon a comparison between the sales-performance-value for a sales-parameter and a corresponding parameter-target-value or target-range, the computer system can determine an appropriate sales performance-rating. Upon such determination of the sales performance-rating, the computer system can be operatively directed to display a graphical indicator (68) that corresponds to the sales performance-rating.

Claims

1. A sales force automation method, comprising:

providing instructions which operatively direct a computer system to employ one or more predetermined input-parameters, wherein each input-parameter is applicable to one or more clients;

providing instructions which operatively direct the computer system to operatively accept one or more individual sets of input information, wherein each individual set of input information pertains to a corresponding individual client, and each individual set of input information is operatively sorted to a corresponding set of the input-parameters for the corresponding, individual client;

providing instructions which operatively direct the computer system to accept an operative input-value for each item of input-information;

providing instructions which operatively direct the computer system to sort the input-values according to the input-parameters;

providing instructions which operatively direct the computer system to gather the input-values that pertain to a selected client-set;

providing instructions to operatively direct the computer system to sort the input-values from the client-set according to sales-parameters that pertain to the selected client-set;

providing instructions which operatively direct the computer system to compile and analyze the sorted input-values to generate a sales-performance-value for each sales-parameter;

providing instructions which operatively direct the computer system to display the sales-performance-value for each sales-parameter;

providing instructions which operatively direct the computer system to provide a parameter-target-value for each sales-parameter;

providing instructions which operatively direct the computer system to provide a series of performance-ratings for each sales-parameter;

providing instructions which operatively direct the computer system to provide a corresponding graphical indicator for each sales-performance-rating;

providing instructions which operatively direct the computer system to compare the sales-performance-value for each sales-parameter to its corresponding parameter-target-value;

upon such comparison between the sales-performance-value for each sales-parameter and its corresponding parameter-target-value, providing instructions which operatively direct the computer system to determine the appropriate sales performance-rating; and

upon such determination of the sales performance-rating, providing instructions which operatively direct the computer system to display the graphical indicator that corresponds to the sales performance-rating.

2. A sales force automation method as recited in claim 1, wherein

the client-set corresponds to clients of a selected sales person;

the input-values corresponding to the clients of the selected sales person are sorted according to sales parameters of the sales person; and

the input-values corresponding to the clients of the selected sales person are then compiled and analyzed to provide a sales-performance-value for each sales-parameter for the sales person;

the computer system is operatively directed to display the sales-performance-value for each sales-parameter for the sales person;

the computer system is operatively directed to provide a parameter-target-value for each sales-parameter of the sales person;

the computer system is operatively directed to provide a performance-rating for each sales-parameter of the sales person;

the computer system is operatively directed to provide a corresponding graphical indicator for each sales-performance-rating of the sales person;

the computer system is operatively directed to compare the sales-performance-value for each sales-parameter of the sales person to its corresponding parameter-target-value;

upon such comparison between the sales-performance-value for each sales-parameter of the sales person and its corresponding parameter-target-value, the computer system is operatively directed to determine the appropriate sales performance-rating for the sales person; and

upon such determination of the sales performance-rating, the computer system is operatively directed to display the graphical indicator that corresponds to the sales performance-rating of the sales person.

3. A sales force automation method as recited in claim 1, wherein

the client-set corresponds to clients of a selected sales-group;

the input-values corresponding to the clients of the selected sales-group are sorted according to sales parameters of the sales-group; and

the input-values corresponding to the clients of the selected sales-group are then compiled and analyzed to provide a sales-performance-value for each sales-parameter for the sales-group;

the computer system is operatively directed to display the sales-performance-value for each sales-parameter for the sales-group;

the computer system is operatively directed to provide a parameter-target-value for each sales-parameter of the sales-group;

the computer system is operatively directed to provide a performance-rating for each sales-parameter of the sales-group;

the computer system is operatively directed to provide a corresponding graphical indicator for each sales-performance-rating of the sales-group;

the computer system is operatively directed to compare the sales-performance-value for each sales-parameter of the sales-group to its corresponding parameter-target-value;

upon such comparison between the sales-performance-value for each sales-parameter of the sales-group and its corresponding parameter-target-value, the computer system is operatively directed to determine the appropriate sales performance-rating for the sales-group; and

upon such determination of the sales performance-rating, the computer system is operatively directed to display the graphical indicator that corresponds to the sales performance-rating of the sales-group.

4. A sales force automation method as recited in claim 1, wherein

the client-set corresponds to clients of a selected sales-force;

the input-values corresponding to the clients of the selected sales-force are sorted according to sales parameters of the sales-force; and

the input-values corresponding to the clients of the selected sales-force are then compiled and analyzed to provide a sales-performance-value for each sales-parameter for the sales-force;

the computer system is operatively directed to display the sales-performance-value for each sales-parameter for the sales-force;

the computer system is operatively directed to provide a parameter-target-value for each sales-parameter of the sales-force;

the computer system is operatively directed to provide a performance-rating for each sales-parameter of the sales-force;

the computer system is operatively directed to provide a corresponding graphical indicator for each sales-performance-rating of the sales-force;

the computer system is operatively directed to compare the sales-performance-value for each sales-parameter of the sales-force to its corresponding parameter-target-value;

upon such comparison between the sales-performance-value for each sales-parameter of the sales-force and its corresponding parameter-target-value, the computer system is operatively directed to determine the appropriate sales performance-rating for the sales-force; and

upon such determination of the sales performance-rating, the computer system is operatively directed to display the graphical indicator that corresponds to the sales performance-rating of the sales-force.

5. A sales force automation method as recited in claim 1, wherein the computer system is directed to employ a set of sales parameters which includes one or more sales-activity parameters.

6. A sales force automation method as recited in claim 1, wherein the computer system is directed to employ a set of sales parameters which includes one or more business-result parameters.

7. A sales force automation method as recited in claim 1, wherein

the computer system is operatively directed to configure the graphical user interface to employ one or more performance-display cells;

and

each performance-display cell is directed to include

the sales-performance-value for its corresponding sales-parameter that pertains to the selected client-set; and

the corresponding graphical indicator for the sales performance-rating for the sales-parameter that pertains to the selected client-set.

8. A sales force automation method as recited in claim 7, wherein the sales-parameter pertains to the client-set of a selected sales person.

9. A sales force automation method as recited in claim 7, wherein the sales-parameter pertains to the client-set of a selected sales-group.

10. A sales force automation method as recited in claim 7, wherein the sales-parameter pertains to the client-set of a selected sales-force.

11. A sales force automation method as recited in claim 1, which further includes:

providing instructions which operatively direct the computer system to provide an matrix-grid display of cells wherein

the matrix-grid has a first axis, and at least a second axis;

a first array of a set of first, sales-parameters, which pertain to the selected client-set, are arranged along the first axis;

a second array of a set of second, sales-parameters, which pertain to the selected client-set are arranged along the second axis;

one or more matrix-cells are operatively distributed at intersect-locations within the matrix-grid;

each matrix-cell represents an operative combination of a corresponding first sales-parameter and a corresponding second sales-parameter;

providing instructions which operatively direct the computer system to operatively determine a cell-performance-value for one or more selected matrix-cells;

providing instructions which operatively direct the computer system to operatively provide each of the selected matrix-cells with a cell target-value;

providing instructions which operatively direct a computer system to provide each of the selected matrix-cells with a corresponding series of cell-performance-ratings;

providing instructions to operatively direct the computer system to compare the cell-performance-value to its corresponding cell target-value;

upon such comparison between the cell-performance-value for the set of activity-parameters and its corresponding cell target-value, providing instructions which operatively direct the computer system to determine the appropriate cell-performance-rating; and

providing instructions which operatively direct the computer system to display a graphical indicator that corresponds to the determined cell-performance-rating of the selected matrix-cell.

12. A sales force automation method as recited in claim 11, which further includes:

providing instructions which operatively direct the computer system to provide a selected set of sales-activity-parameters that pertain to a selected client-set;

providing instructions which operatively direct the computer system to provide each sales-activity-parameter with a corresponding weighting factor;

providing instructions which operatively direct the computer system to take the generated sales-performance-value for each sales-activity-parameter, and multiply such value by its corresponding weighting-factor to thereby obtain a weighted-activity-value;

providing instructions which operatively direct the computer system to sum all of the weighted-activity-values for the sales-activity parameters;

providing instructions which operatively direct the computer system to take a selected average of the weighted-activity-values for the sales-activity parameters to obtain an activities-performance-value;

providing instructions which operatively direct the computer system to provide the set of sales-activity parameters with an activities target-value;

providing instructions which operatively direct the computer system to provide the set of sales-activity parameters with a corresponding series of activities-performance-ratings;

providing instructions to operatively direct the computer system to compare the activities-performance-value for the set of activity-parameters to its corresponding target-activities value;

upon such comparison between the activities-performance-value for the set of activity-parameters and its corresponding activities target-value, providing instructions which operatively direct the computer system to determine the appropriate activities-performance-rating;

providing instructions which operatively direct the computer system to provide a selected set of business-result-parameters that pertain to the selected client-set;

providing instructions which operatively direct the computer system to provide each business-result-parameter with a corresponding numerical-multiplier;

providing instructions which operatively direct the computer system to take the obtained business result-performance-value for each business-result-parameter, and multiply such performance-value by its corresponding weighting-factor to thereby obtain a weighted-result-value;

providing instructions which operatively direct the computer system to sum all of the weighted-result-values for the business-result parameters;

providing instructions which operatively direct the computer system to take a selected average of the weighted-result-values for the business-result-parameters to obtain a results-performance-value;

providing instructions which operatively direct the computer system to provide the set of business-result parameters with a results-target-value;

providing instructions which operatively direct the computer system to provide the set of business-result parameters with a corresponding series of results-performance-ratings;

providing instructions which operatively direct the computer system to compare the results-performance-value for the set of business-result parameters to its corresponding results target-value;

upon such comparison between the results-performance-value for the set of business-result parameters and its corresponding results target-value, providing instructions which operatively direct the computer system to determine the appropriate results-performance-rating;

providing instructions which operatively direct the computer system to provide an matrix-grid display of cells wherein

the array of activities-performance-ratings are arranged along a first axis, and the array of results-performance-ratings are arranged along a second axis,

each cell of the matrix-grid display represents a matrix-combination of the determined activities-performance-rating and the determined results-performance-rating;

providing instructions which operatively direct the computer system to operatively designate the cell of the matrix-grid that corresponds to the combination of the determined, activities-performance-rating and the determined, results-performance-rating of the selected client-set;

providing instructions which operatively direct the computer system to provide a series of matrix-ratings;

providing instructions which operatively direct the computer system to provide a corresponding matrix-rating for one or more selected cells of the matrix-grid display;

providing instructions which operatively direct the computer system to provide a corresponding graphical indicator for each matrix-rating; and

providing instructions which operatively direct the computer system to display the graphical indicator that corresponds to the matrix-rating of the designated-cell of the matrix-grid that corresponds to the combination of the determined activities-rating and the determined results-rating of the selected client-set.

13. A sales force automation method as recited in claim 1, which further includes:

providing instructions which operatively direct the computer system to

provide a selected set of sales-activity-parameters that pertain to a selected client-set;

provide each sales-activity-parameter with a corresponding weighting factor;

take the generated sales-performance-value for each sales-activity-parameter; and

multiply such value by its corresponding weighting-factor;

to thereby obtain a weighted-activity-value;

sum all of the weighted-activity-values for the sales-activity parameters;

take a selected average of the weighted-activity-values for the sales-activity parameters to obtain an activities-performance-value;

provide the set of sales-activity parameters with an activities target-value;

provide the set of sales-activity parameters with a corresponding series of activities-performance-ratings;

compare the activities-performance-value for the set of activity-parameters to its corresponding target-activities value;

determine the appropriate activities-performance-rating, upon such comparison between the activities-performance-value for the set of activity-parameters and its corresponding activities target-value;

provide a selected set of business-result-parameters that pertain to the selected client-set;

provide each business-result-parameter with a corresponding numerical-multiplier;

take the obtained business result-performance-value for each business-result-parameter, and multiply such performance-value by its corresponding weighting-factor;

to thereby obtain a weighted-result-value;

sum all of the weighted-result-values for the business-result parameters;

take a selected average of the weighted-result-values for the business-result-parameters to obtain a results-performance-value;

provide the set of business-result parameters with a results-target-value;

provide the set of business-result parameters with a corresponding series of results-performance-ratings;

compare the results-performance-value for the set of business-result parameters to its corresponding results target-value;

operatively direct the computer system to determine the appropriate results-performance-rating, upon such comparison between the results-performance-value for the set of business-result parameters and its corresponding results target-value;

operatively direct the computer system to provide an matrix-grid display of cells wherein

the array of activities-performance-ratings are arranged along a first axis, and the array of results-performance-ratings are arranged along a second axis;

each cell of the matrix-grid display represents a matrix-combination of the determined activities-performance-rating and the determined results-performance-rating;

operatively designate the cell of the matrix-grid that corresponds to the combination of the determined, activities-performance-rating and the determined, results-performance-rating of the selected client-set;

provide a series of matrix-ratings;

provide a corresponding matrix-rating for one or more selected cells of the matrix-grid display;

provide a corresponding graphical indicator for each matrix-rating; and

display the graphical indicator that corresponds to the matrix-rating of the designated-cell of the matrix-grid that corresponds to the combination of the determined activities-rating and the determined results-rating of the selected client-set.

14. A sales force automation method as recited in claim 13, wherein the sales-parameter pertains to the client-set of a selected sales person.

15. A sales force automation method as recited in claim 13, wherein the sales-parameter pertains to the client-set of a selected sales-group.

16. A sales force automation method as recited in claim 13, wherein the sales-parameter pertains to the client-set of a selected sales force.

17. A sales force automation method as recited in claim 13, wherein the graphical indicator includes a color-coded indicator.

18. A sales force automation method as recited in claim 1, which further includes providing instructions which operatively direct the computer system to:

operatively employ a set of client-selection parameters to select at least one priority-client;

compile and analyze the sorted input-values to generate a client-performance-value for each client-selection parameter for an individual client;

provide each client-selection-parameter with a corresponding weighting-factor;

sort the client-selection parameters into a first-set of client-selection parameters, and at least a second-set of client-selection parameters;

take the client-performance-value for each client-selection parameter, and multiply such value by its corresponding weighting-factor;

to thereby obtain a weighted-value with respect to its corresponding client-selection parameter;

sum all of the weighted-values for the first-set parameters;

take a selected average of the weighted-values for the first-set parameters to obtain first prioritization-value;

provide the first-set of client-selection parameters with a first prioritization target-value;

provide the first-set of client-selection parameters with a corresponding series of prioritization-ratings;

compare the first prioritization-value for the first set of client-selection parameters to its corresponding first prioritization target-value;

determine the appropriate first prioritization-rating upon such comparison between the first prioritization-value for the first set of client-selection parameters and its corresponding first prioritization target-value;

sum all of the weighted-values for this second-set of parameters;

take a selected average of the weighted-values for the second-set parameters to obtain second prioritization-value;

provide the second-set of client-selection parameters with a second prioritization target-value;

provide the second-set of client-selection parameters with a corresponding series of prioritization-ratings;

provide instructions which operatively direct the computer system to compare the second prioritization-value for the second-set of client-selection parameters to its corresponding second prioritization target-value;

determine the appropriate second prioritization-rating, upon such comparison between the second prioritization-value for the second-set of client-selection parameters and its corresponding second prioritization target-value;

provide a matrix-grid display of cells wherein

the first prioritization-ratings are considered/evaluated along a first axis, and the second prioritization ratings are considered/evaluated along a second axis;

each cell of the matrix-grid display represents a matrix-combination of the determined first prioritization-rating and the determined, second prioritization-rating;

operatively designate the cell of the matrix-grid that corresponds to the combination of the determined, first prioritization-rating and the determined, second prioritization-rating of the selected individual client;

provide a series of matrix-ratings;

provide a corresponding matrix-rating for one or more cells of the matrix-grid display;

provide a corresponding graphical indicator for each matrix-rating; and

display the graphical indicator that corresponds to the matrix-rating of the designated-cell of the matrix-grid that corresponds to the combination of the determined, first prioritization-rating and the determined second prioritization-rating.

19. A sales force automation method as recited in claim 18, wherein

the first-set of client-selection parameters includes a set of one or more revenue-parameters, and

the second-set of client-selection parameters includes a set of one or more product-volume parameters.

20. A sales force automation method as recited in claim 18, wherein

the first-set of client-selection parameters includes a set of one or more revenue-related parameters;

the second-set of client-selection parameters includes a set of one or more volume-related parameters; and

the set of revenue-related parameters includes at least a net-revenue parameter and a profit-parameter.