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Method and Appartus for Sales Member selection of key opportunities

IP.com Disclosure Number: IPCOM000237845D
Publication Date: 2014-Jul-16
Document File: 4 page(s) / 176K

Publishing Venue

The IP.com Prior Art Database

Abstract

Disclosed is a method to use within a Customer Relationship Management (CRM) system that enables a sales representative to identify appropriate sales opportunities based on individual skill sets and relevant clients.

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Method and Appartus for Sales Member selection of key opportunities

Customer Relationship Management (CRM) systems in large companies have millions of opportunities and thousands of sales representative s working these opportunities. A

method is needed to help an individual sales representative determine which active opportunities to engage in order to maximize compensation as well as add value to the company.

The novel system presented herein enables a sales representative to identify appropriate sales opportunities based on individual skill sets and relevant clients. The system is activated when the representative logs onto the CRM system. This system relies on metadata which is readily available as part of any CRM system (and associated infrastructure and subsystems).

At a high level, the steps for implementing the system are:

1. Sales representative logs on to the CRM tool 2. Sales representative clicks a "Find Relevant Opportunities" button to identify new opportunities to engage 3. The system presents a list of opportunities in ranked order, based on relevance of the opportunity (for a given client and skills required) and potential revenue
4. The sales representative selects the desired opportunities from the ranked list

Within the system, the key attributes of a given sales representative include the following:


• Incentive - as defined by the sales representative's payment system (e.g., direct quota, shared quota, no incentive)


• Territory - which client(s) a sales representative covers as defined by a sales model and associated data (e.g., "model" might be country coverage and the element is the actual country, or model could be dedicated to a client and the elements would be list of clients)


• Specialty - profile of a sales representative's area of expertise from a sales perspective (e.g., specific products and/or role for clients)

Figure 1: Sales representative's (i.e. seller's) elements

A given opportunity to sell to the client has the following attributes:

• Client
- at a location (geo, country)

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- in an industry


- with a certain "model" of coverage by sales


- within a larger corporate structure

• Sales Stage (i.e. status of deal progression)

• Relevant products and/or offerings in a certain brand
• Expected Revenue, which takes into account


- Probability of closure


- Deal size

Figure 2: Opportunity elements

By scoring the sales representative as related to the client along with opportunity attributes, the system presents a series of recommendations for viable opportunities. If the recommendation has a high score (i.e. beyond a configured threshold), then the system can automatically assign the opportunity to the sales representative.

Following are three key relationship scores for a given sales representative as compared to the pool of opportunities with examples for scoring.


• Proximity - affinity to the customer from a coverage perspective (e.g. relationship from sales perspective to cli...