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 method comprising:
 using real sales data to build a learned model of a strategy-pipeline;   comparing the learned model to an ideal model of the strategy-pipeline; and   using results of the comparison to predict pipeline throughput for at least one person or group of persons.   
     
     
         2 . A method according to  claim 1  further comprising generating at least one score for the at least one person or group that indicates a deviation from the ideal model. 
     
     
         3 . A method according to  claim 1  further comprising determining the likelihood of meeting a revenue goal using a learned profile of an individual or group. 
     
     
         4 . A method according to  claim 3  further comprising reallocating sales quotas for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         5 . A method according to  claim 3  further comprising reallocating sales territories for the individuals or groups based on the likelihood of meeting the revenue goal. 
     
     
         6 . A method according to  claim 1  further comprising:
 comparing a learned profile of a sales person or sales group against at least one other reference profile; and 
 generating at least one report indicating the results of the comparison, wherein the report breaks down areas of difference between the is adapted to assist in predicting the success of the sales person or sales group to achieve a sales goal. 
 
     
     
         7 . A method according to  claim 6  further comprising using the results of the comparison to project revenue for the sales person or sales group. 
     
     
         8 . A method according to  claim 7  further comprising generating at least one score indicating the deviance between the projected revenue and a revenue goal. 
     
     
         9 . A method according to  claim 6  wherein the reference profile is a known-good profile or an ideal profile. 
     
     
         10 . A system comprising:
 a processor; and   a memory coupled with and readable by the processor and storing therein a set of instructions which, when executed by the processor, causes the processor to perform a process comprising:
 using real sales data to build a learned model of a strategy-pipeline; 
 comparing the learned model to an ideal model of the strategy-pipeline; and 
 using results of the comparison to predict pipeline throughput for at least one person or group of persons. 
   
     
     
         11 . A system according to  claim 10  further comprising generating at least one score for the at least one person or group that indicates a deviation from the ideal model. 
     
     
         12 . A system according to  claim 10  further comprising determining the likelihood of meeting a revenue goal using a learned profile of an individual or group. 
     
     
         13 . A system 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 system 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 system according to  claim 10  further comprising:
 comparing a learned profile of a sales person or sales group against at least one other reference profile; and 
 generating at least one report indicating the results of the comparison, wherein the report breaks down areas of difference between the is adapted to assist in predicting the success of the sales person or sales group to achieve a sales goal. 
 
     
     
         16 . A system according to  claim 15  further comprising using the results of the comparison to project revenue for the sales person or sales group. 
     
     
         17 . A system according to  claim 16  further comprising generating at least one score indicating the deviance between the projected revenue and a revenue goal. 
     
     
         18 . A system according to  claim 15  wherein the reference profile is a known-good profile or an ideal profile.