G - Physics – 06 – Q
Patent
G - Physics
06
Q
G06Q 30/00 (2012.01)
Patent
CA 2324119
A method of assisting a sales representative to manage a sales opportunity, and a program storage device and computerized sales automation system for implementing the method. The method includes the steps of: establishing an actual sales cycle for an actual sales opportunity, the actual sales cycle having a start date and an end date; establishing a degree of focus curve for each of the sales skills of probing, proving, and closing as a function of time within the actual sales cycle, and dividing the sales cycle into probe, prove, and close phases in which the probing, proving and closing degree of focus curves are respectively greater than the other degree of focus curves; comparing actual data relating to the actual sales opportunity with model data relating to a model sales opportunity and determining the nature and extent of any gap between the actual data and the model data; and providing a response to the sales representative to assist the sales representative in modifying activities and strategies for closing any gap or for winning the sale. The response is based, at least in part, on the phase of the sales cycle. The method also includes a novel and more accurate means of determining the "probability" that a sale will be won which entails having the sales representative enter his gut feeling on two issues that affect probability. The system calculates a unique value based on this information. The "priority" associated with a sales opportunity is calculated based on the combination of probability and the point of time in the sales cycle. Using information supplied by the user, the system can also calculate its own probability and priority values to check the sales representative's own gut feel.
Fales Christopher S.
Hamoen Chris
Migus Darka O.
Thompson Keith T.
Ardexus Inc.
Ridout & Maybee Llp
LandOfFree
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