Predictive and profile learning sales automation analytics system and method

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.

What is claimed is: 
     
         1 . A system comprising:
 a storage device adapted to store one or more performance characteristics of one or more revenue-generating personnel of an organization;   a processing device communicatively coupled to the storage device and adapted to:
 determine 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; 
 store the at least one first revenue forecasting parameter in the storage device; 
 determine 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; 
 store the at least one second forecasting parameter in the storage device; 
 access the at least one first and at least one second parameters; and 
 forecast revenue of the organization using at least in part the first and second forecasting parameters. 
   
     
     
         2 . A system according to  claim 1  wherein the at least one performance characteristic uses historical performance of the person. 
     
     
         3 . A system according to  claim 1  wherein the at least one performance characteristic uses the classification of the person's capability to generate revenue for the organization. 
     
     
         4 . A system according to  claim 1  wherein the processing device is further adapted to: maintain a profile for the at least one person, wherein the profile includes at least one parameter indicative of the capability to generate revenue. 
     
     
         5 . A system according to  claim 1  wherein the processing device is further adapted to determine the likelihood of meeting a revenue goal using a learned profile of an individual or group. 
     
     
         6 . A system according to  claim 5  wherein the processing device is further adapted to reallocate sales quotas for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         7 . A system according to  claim 5  wherein the processing device is further adapted to reallocate sales territories for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         8 . 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;   storing the at least one first revenue forecasting parameter;   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;   storing the at least one second forecasting parameter;   accessing the at least one first and at least one second parameters; and   forecasting revenue of the organization using at least in part the first and second forecasting parameters.   
     
     
         9 . A method according to  claim 8  wherein the at least one performance characteristic uses historical performance of the person. 
     
     
         10 . A method according to  claim 8  wherein the at least one performance characteristic uses the classification of the person's capability to generate revenue for the organization. 
     
     
         11 . A method according to  claim 8  further comprising maintaining a profile for the at least one person, wherein the profile includes at least one parameter indicative of the capability to generate revenue. 
     
     
         12 . A method according to  claim 8  further comprising determining the likelihood of meeting a revenue goal using a learned profile of an individual or group. 
     
     
         13 . A method according to  claim 12  further comprising reallocating sales quotas for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         14 . A method according to  claim 12  further comprising reallocating sales territories for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         15 . A computer-readable memory comprising a set of instructions stored therein which, when executed by a processor, cause the processor to perform a process 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;   storing the at least one first revenue forecasting parameter;   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;   storing the at least one second forecasting parameter;   accessing the at least one first and at least one second parameters; and   forecasting revenue of the organization using at least in part the first and second forecasting parameters.   
     
     
         16 . A computer-readable memory according to  claim 15  wherein the at least one performance characteristic uses historical performance of the person. 
     
     
         17 . A computer-readable memory according to  claim 15  wherein the at least one performance characteristic uses the classification of the person's capability to generate revenue for the organization. 
     
     
         18 . A computer-readable memory according to  claim 15  further comprising maintaining a profile for the at least one person, wherein the profile includes at least one parameter indicative of the capability to generate revenue. 
     
     
         19 . A computer-readable memory according to  claim 15  further comprising determining the likelihood of meeting a revenue goal using a learned profile of an individual or group. 
     
     
         20 . A computer-readable memory according to  claim 19  further comprising reallocating sales quotas or territories for the individuals or groups based on the likelihood of meeting the revenue goal.