JP2022030099A - SCORING SYSTEM FOR BtoB SOLUTION SALES AND SCORING METHOD FOR BtoB SOLUTION SALES - Google Patents

Abstract

To provide a scoring system for BtoB solution sales that can calculate, even for a subject who has no experience in the BtoB solution sales, an aptitude rate of the subject for the BtoB solution sales.SOLUTION: A scoring system for BtoB solution sales that includes a calculation unit 10 further includes: an assessment result storage unit 31 that stores assessment results of past sales persons; a backbone storage unit 32 that stores backbone of the past sales persons; an achievement data storage unit 33 that stores achievement data of the past sales persons; and an input unit 3A that inputs an assessment result and backbone of a subject to the calculation unit. The calculation unit 10 calculates an aptitude rate of the subject for the BtoB solution sales based on the assessment results, the backbone, and the achievement data of the past sales person and on the assessment result and the backbone of the subject.SELECTED DRAWING: Figure 1

Description

The present invention relates to a scoring system for BtoB solution sales and a scoring method for BtoB solution sales.

Conventionally, when a new project is carried out in-house, a system that presents the member composition of the new project team based on the evaluation of employees in the past project has been known (see, for example, Patent Document 1).

Japanese Unexamined Patent Publication No. 2007-122144

In recent years, as a result of the progress of automation of operations using computers, the generation of surplus personnel in companies that have been performing automated operations has become a problem. On the other hand, since the demand for personnel who perform tasks that are difficult to substitute by computer is increasing, it is required to relocate the surplus personnel generated in the company to tasks that are difficult to substitute by computer.

Especially in BtoB (Business to Business) transactions, interpersonal communication is important in the field of solution sales, which grasps the problems and needs that customers have in conducting business and provides solutions. Difficult to substitute.

By the way, when a company considers relocating surplus personnel to BtoB solution sales, even if the surplus personnel have no experience in BtoB solution sales, whether or not the surplus personnel are suitable for BtoB solution sales. You need to judge.

An object of the present invention is to provide a scoring system for BtoB solution sales that can calculate the conformity rate of a subject to BtoB solution sales even if the subject has never experienced BtoB solution sales. ..

The BtoB solution sales scoring system for solving the above problems is a BtoB solution sales scoring system equipped with a calculation unit for calculating the suitability rate of the subject to the BtoB solution sales, and is a BtoB solution sales of a past sales person. An assessment result storage unit that stores skill assessment results, a backbone storage unit that stores the backbone of the past sales person, and a performance data storage unit that stores the performance data of sales projects that the past sales person was in charge of. It further includes an input unit for inputting the assessment result and backbone of the subject's BtoB solution sales skill, and the calculation unit includes the assessment result, backbone and performance data of the past sales person, and the assessment result and backbone of the subject. From ,, the conformity rate of the subject to BtoB solution sales is calculated.

The scoring method for BtoB solution sales for solving the above problems is a scoring method for BtoB solution sales including a calculation means for calculating the conformity rate of the subject to BtoB solution sales, and is a BtoB solution for past sales persons. An assessment result storage means for storing the assessment results of sales skills, a backbone storage means for storing the backbone of the past sales person, and a performance data storage means for storing the performance data of the sales case in charge of the past sales person. , The subject's BtoB solution sales skill assessment result and input means for inputting the backbone are further provided, and the calculation means includes the past sales person's assessment result, backbone and actual data, and the subject's assessment result and backbone. And, the conformity rate of the subject to BtoB solution sales is calculated from.

According to the above-mentioned configuration or method, even if the subject has never experienced BtoB solution sales, it is possible to calculate the suitability rate for the subject's BtoB solution sales.

In the scoring system for BtoB solution sales, the calculation unit uses machine learning as teacher data of the assessment results and backbone of BtoB solution sales skills in the past sales person and the actual data of actual sales activities in the past sales person. The predicted model may be used to calculate the subject's suitability for BtoB solution sales from the subject's assessment results and backbone.

According to the above-mentioned configuration, it is possible to accurately calculate the suitability rate for the subject's BtoB solution sales.
In the scoring system for BtoB solution sales, the assessment result may be at least one of the subject's approach ability, hearing ability, questioning ability, catch ball ability, presentation ability, proposal ability, and closing ability.

According to the above-mentioned configuration, it is also possible to more accurately calculate the suitability rate for the subject's BtoB solution sales based on the evaluation of the subject's skill regarding BtoB solution sales.

In the above BtoB solution sales scoring system, the above backbone has been in the position of managing the organization to which the subject belonged in the past, the number of years of working for one company for the longest time, the number of years of working as a sales position, and the student days. It may include at least one of frequency, frequency of being a member of a community activity, and frequency of being asked to congratulate or toast at an event.

According to the above-mentioned configuration, the conformity rate for the subject's BtoB solution sales can be calculated more accurately based on the specific information about the subject's backbone.

In the scoring system for BtoB solution sales, the actual data may include at least one of the project conversion rate, the order rate, the order amount, the lead time, and the behavior history of the sales person.

According to the above-mentioned configuration, it is possible to calculate the conformity rate of the subject to the BtoB solution sales based on the specific information about the sales position that the sales person has been in charge of in the past.

In the BtoB solution sales scoring system, the performance data further includes the product characteristics of the sales position that the past sales person was in charge of, and the input unit is the product characteristics of the sales position that the subject is scheduled to be in charge of. Is further input, and the assessment result and backbone of the subject and the subject are in charge of the assessment result and backbone of the subject using a prediction model machine-learned using the assessment result, the backbone and the actual data of the past sales person as teacher data. A contract probability calculation unit may be further provided to calculate the probability that the subject will reach a contract when the subject is in charge of the sales position from the product characteristics of the planned sales position.

According to the above-described configuration, it is possible to preferentially assign a business case with a high probability of closing to a subject.

The block diagram which shows the structure in one Embodiment of the scoring system for BtoB solution sales. A flowchart showing the flow of information processing performed in the same embodiment of the scoring system for BtoB solution sales.

Hereinafter, an embodiment of a scoring system for BtoB solution sales and a scoring method for BtoB solution sales will be described with reference to FIGS. 1 and 2.

As shown in FIG. 1, the scoring system 1 for BtoB solution sales includes a system server 2. The system server 2, the user terminal 3, and the plurality of business operator terminals 4 are connected via the network 5.

The user terminal 3 is, for example, a desktop type, notebook type or tablet type computer terminal used by the user of the scoring system 1 for BtoB solution sales, and includes an input unit 3A and an output unit 3B. The input unit 3A is a means for inputting various information, and is composed of a keyboard, a pointing device, a communication interface, and the like. Further, the output unit 3B is a means for outputting various information, and is composed of a display, a printer, and the like. The user terminal 3 can browse a file stored on the system server 2 or another server and set to be shared. Alternatively, the user terminal 3 can download and save the file.

The user uses the scoring system 1 for BtoB solution sales to determine whether or not a subject who is not currently engaged in BtoB solution sales is suitable for BtoB solution sales. The subject may be a person who is working in a job other than BtoB solution sales in the company, or may be a person who wants to work in the company outside the company. The user is, for example, a person in charge of human resources of a company or a manager of a sales department. The user inputs the assessment result and backbone of the subject's BtoB solution sales skill to the system server 2 through the user terminal 3.

The sales person terminal 4 is, for example, a desktop type, notebook type, or tablet type computer terminal used by a sales person engaged in BtoB solution sales, and includes an input unit 4A and an output unit 4B. The input unit 4A is a means for inputting various information, and is composed of a keyboard, a pointing device, a communication interface, and the like. Further, the output unit 4B is a means for outputting various information, and is composed of a display, a printer, and the like. The business operator terminal 4 can browse a file stored on the system server 2 or another server and set to be shared. Alternatively, the business operator terminal 4 can download and save the file.

The sales person inputs the progress of sales activities to the system server 2 through the sales person terminal 4. The input progress is information such as whether or not the behavior is performed according to a predetermined rule, and the reaction from the customer obtained as a result of the behavior. The reaction from the customer is, for example, the number of people who attended the negotiation, the department or job title of the person who attended, whether or not the request for quotation was received, and whether or not the order was received.

The system server 2 is a cloud server used for cloud computing. The system server 2 includes a calculation unit 10, a determination unit 20, and a storage unit 30.
The storage unit 30 includes an assessment result storage unit 31, a backbone storage unit 32, and a performance data storage unit 33. The assessment result storage unit 31 stores the assessment results of the BtoB solution sales skill performed on the subject and the sales person. The backbone storage unit 32 stores the history heard from the subject and the sales person. The actual data storage unit 33 stores the actual data of each sales position input by the sales person. The calculation unit 10 calculates the suitability rate of the subject for BtoB solution sales. The determination unit 20 determines whether or not the subject is to be employed in the BtoB solution sales based on the conformity rate for the BtoB solution sales calculated by the calculation unit 10.

Next, the details of the storage unit 30 will be described.
The assessment result storage unit 31 stores the assessment results of the BtoB solution sales skill in the past. Assessment results are the result of an assessment to assess skills related to BtoB solution sales. Interviews and role-playing are conducted in the assessment, and BtoB solution sales skills are evaluated. The assessment includes a stability assessment and a changeability assessment. In the stability evaluation, for example, the hearing force and the catch ball force are evaluated and scored. Stability assessment is the ability needed to maintain a relationship with a customer. In the changeability evaluation, for example, the approach ability, the questioning ability, and the proposal ability closing ability are evaluated and scored. Transmutability assessment is the ability needed to deepen relationships with customers and solve their problems. For example, when conducting stable transactions with customers for whom relationships have already been established, stability evaluation is emphasized. On the other hand, when it is desired to deepen a relationship with a new customer and close a business negotiation, the changeability evaluation is emphasized.

Approach power is the power required to get customers interested in their products and start business negotiations. Hearing ability is the ability to identify the issues faced by customers. Questioning ability is the ability to accurately ask questions to find the cause of an issue in response to an issue drawn from a customer. Proposal power is the power to propose means to solve problems that customers have and their causes. Catch ball power is the power to respond accurately to customer statements. Closing power is the power to conclude a transaction by matching the wishes of the company and the customer through negotiations regarding the price and delivery date of the product.

Assessment results are stored in association with identifiers assigned to each subject or sales person. The assessment result is input by the user from the user terminal 3 via the network 5.

The backbone storage unit 32 stores the history heard from the sales person in the past. Provenance includes, for example, work history, educational background, history of work and non-academic activities, friendships, and the like. The job history includes, for example, the longest years of service in a company and the years of sales position. The educational background is, for example, the name of the high school, university, or graduate school that graduated from, or the name of the faculty to which each school belonged. The history of activities other than job or academic activities includes, for example, the frequency of taking a position to manage a student organization during school days and the frequency of becoming a member of a community activity. Friendship includes, for example, the frequency of requests for toasts at events and congratulations.

The actual data storage unit 33 stores the actual data of each sales position that the sales person was in charge of in the past. Actual data of opportunities includes dynamic data and static data. The dynamic data is, for example, a project conversion rate, an order rate, and a lead time. Dynamic data is data for evaluating whether or not the change in data over time exceeds a standard. The static data is, for example, the order amount and the behavior history of the sales person. Static data is data for evaluating whether the absolute value of the data exceeds the standard. The dynamic data can quantify the actual results by considering the difference in the environment in which each sales person is placed, for example, the difference in the characteristics of the products handled and the difference in the customer. In addition, static data can be quantified by directly reflecting the difference in ability of each sales person.

The deal conversion rate is the percentage of prospective customers who have started contact and have reached a business negotiation. The order rate is the percentage of customers who have had business negotiations that actually received orders for merchandise. The lead time is the time elapsed from the start of a business negotiation to the receipt of an order for a product. The behavior history is a record of whether or not the sales person has acted according to the rules set in the sales activities. Actual data is stored in association with an identifier assigned to each sales person and an identifier assigned to each sales position. The actual data is input by the sales person from the sales person terminal 4 via the network 5.

Subsequently, with reference to FIG. 2, a process performed when calculating the conformance rate for the BtoB solution sales of the subject will be described.
The user assesses the BtoB solution sales skill of the subject whose conformity rate to the BtoB solution sales is calculated (step S1). The user inputs the assessment result of the subject's BtoB solution sales skill through the user terminal 3 (step S2). Further, the user inputs the backbone heard from the subject through the user terminal 3 (step S3).

The calculation unit 10 calculates the suitability rate for the BtoB solution sales of the subject from the assessment result of the subject acquired from the assessment result storage unit 31 and the backbone of the subject acquired from the backbone storage unit 32 (step S4).

The calculation unit 10 scores each item of the assessment result and each item of the backbone according to a predetermined standard. The calculation unit 10 calculates the conformity rate for BtoB solution sales according to the score of each item. The criteria set for scoring each item of the assessment result and each item of the backbone are the assessment result of the past sales person stored in the assessment result storage and the past sales person stored in the backbone storage. After analyzing the correlation between each item of the assessment result and each item of the backbone on the performance of the business opportunity from the backbone of and the performance data stored in the performance data storage unit, each item of the assessment result and It is set by weighting each item in the backbone.

The determination unit 20 determines whether or not the subject is to be employed in the BtoB solution sales based on the conformity rate for the BtoB solution sales calculated by the calculation unit 10 (step S5). The system server 2 transmits the result of the determination to the user terminal 3. The user terminal 3 outputs the result of the determination received from the system server 2 by the output unit 3B.

When the judgment unit 20 determines that the subject is to be employed in BtoB solution sales (step S5: YES), the user assigns a business case to the subject (step S6) and causes the subject to be employed in BtoB solution sales. Further, when the judgment unit 20 determines that the subject is not employed in BtoB solution sales (step S5: NO), the user considers employment of the subject in a job other than BtoB solution sales (step S7). ..

As described above, according to the above-described embodiment, the following effects can be obtained.
(1) The calculation unit 10 calculates the conformity rate for BtoB solution sales based on the assessment result of the subject's BtoB solution sales skill and the backbone. Therefore, even if the subject has never worked in the sales position, it is possible to calculate the suitability rate for the subject's BtoB solution sales.

(2) The subject's assessment results used by the calculation unit 10 to calculate the suitability rate for BtoB solution sales are the subject's approach ability, hearing ability, questioning ability, catch ball ability, presentation ability, and closing ability. Therefore, it is possible to more accurately calculate the suitability rate for the subject's BtoB solution sales based on the evaluation of the subject's skill related to BtoB solution sales.

(3) The backbone used by the calculation unit 10 to calculate the conformity rate for BtoB solution sales is the number of years that the subject has worked for one company for the longest time in the past, the number of years of employment as a sales position, and the management of the organization to which he belonged when he was a student. How often do you get a position to do the job, how often you become a member of a community activity, and how often you are asked to congratulate or toast at an event. Therefore, the fitness rate for the subject's BtoB solution sales can be calculated more accurately based on the specific information about the subject's backbone.

(4) The actual data used by the calculation unit 10 to calculate the conformity rate for BtoB solution sales is the project conversion rate, the order rate, the order amount, the lead time, and the behavior history of the sales person. Therefore, it is possible to more accurately calculate the conformity rate of the subject to the BtoB solution sales based on the specific information in the sales position that the sales person in charge of in the past.

The above embodiment can also be modified and implemented as follows.
-The calculation unit 10 uses a prediction model machine-learned using the assessment results and backbone of BtoB solution sales skills in the past sales person and the actual data of the sales activities performed by the sales person in the past as teacher data, and the subject. It may be calculated by predicting the suitability rate of the subject to BtoB solution sales from the assessment result and the backbone.

At this time, the calculation unit 10 predicts the contract probability of the sales activity that the subject will achieve by inputting the assessment result and the backbone of the subject into the prediction model, and then the calculation unit 10 makes a contract in the sales activity of the past sales person. Calculate the fit rate for the subject's BtoB solution sales by comparing with the probability.

According to the above-mentioned configuration, it is possible to accurately calculate the conformance rate for BtoB solution sales.
-The system server 2 may further include a contract probability calculation unit that calculates the probability of reaching a contract when the subject is in charge of each business case. The contract probability calculation unit calculates the probability of reaching a contract when the subject is in charge of each business case by inputting the assessment result and backbone of the subject's BtoB solution sales skill and the product characteristics of each business item. .. Product characteristics include, for example, lead time, positioning, competitive advantage, customizability, ease of selling sales, first year transaction amount, authorizer position, approval process, target clarity, etc. ..

Lead time is the time required from the start of an approach to the closing of a transaction in a business negotiation with a customer in the past. Positioning is the evaluation and positioning of the company's products among competing products from the customer's point of view. The superiority compared to the competition is the presence or absence of the property that the product has objectively superior to the competing product, or the degree to which the property is superior to the competing product. .. The customizability is such that the content of the product can be changed according to the detailed needs of the customer. The ease of presenting the price of sales is that it is possible to easily present the price of the product that the company and the customer can agree on. The ease of price presentation is determined by the presence or absence of competing products and whether or not the profits that customers can obtain by purchasing the products can be quantitatively explained. The transaction amount for the first year is the transaction amount for the year in which the customer was first traded. The position of the authorizer is the department or position of the person in charge of approving the transaction within the customer's company. The approval process is a procedure that the customer requires internally from the start of the approach to the final approval of the transaction by the authorizer. The clarity of the target is such that the attributes of the customers who are expected to purchase the product are clarified.

The contract probability calculation unit uses machine-learned prediction models using the assessment results and backbone of BtoB solution sales skills in past sales persons and the actual data and product characteristics of sales deals conducted by sales persons in the past as teacher data. The contract probability is calculated by predicting the probability that the subject will reach a contract when the subject is in charge of each sales position from the subject's assessment result and backbone.

According to the above-described configuration, it is possible to preferentially assign a business case with a high probability of closing to a subject.
Further, the system server 2 may further include a business case allocation unit that determines which subject among a plurality of subjects is in charge of which business case based on the contract probability calculated by the contract probability calculation unit.

-The subject's assessment result used by the calculation unit 10 to calculate the suitability rate for BtoB solution sales includes at least one of the subject's approach power, hearing power, questioning power, catch ball power, presentation power, and closing power. If so, the effect according to the above (2) can be obtained.

-The backbone used by the calculation unit 10 to calculate the conformity rate for BtoB solution sales is the number of years that the subject has worked for one company for the longest time in the past, the number of years worked as a sales position, and the management of the organization to which he belonged when he was a student. If the structure includes at least one of the frequency of taking a position, the frequency of becoming a member of a community activity, and the frequency of being asked to congratulate or toast at an event, the effect according to (3) above can be obtained. Can be done.

-The actual data used by the calculation unit 10 to calculate the conformity rate for BtoB solution sales may include at least one of the project conversion rate, the order rate, the order amount, the lead time, and the behavior history of the sales person. Even with the above-mentioned configuration, the effect according to the above (4) can be obtained.

-The system server 2 does not have to include the determination unit 20. That is, the system server 2 calculates the conformity rate for the subject's BtoB solution sales and outputs it to the user terminal 3. The user terminal 3 outputs the conformance rate for the BtoB solution sales of the subject received from the system server 2. The user determines whether or not the subject is to be employed in BtoB solution sales based on the output conformance rate.

-The system server 2 is not limited to the configuration of a cloud server, and may be a server managed by a user of a scoring system for BtoB solution sales.
-The system server 2 may further include an update unit that updates the evaluation of the sales person's BtoB solution sales skill corresponding to the change in the actual data based on the change in the input actual data of the sales person.

For example, when comparing the sales person's project conversion rate at regular intervals, if the sales person's project conversion rate is increasing, the renewal department determines that the sales person's approach power is increasing. Then, the updating unit updates the evaluation of the approach power of the sales person among the assessment results stored in the assessment result storage unit 31.

According to the above-mentioned configuration, by constantly updating the evaluation of the sales person's assessment result, it is possible to more accurately analyze the influence of the assessment result on the performance of the sales position. As a result, it becomes possible to more accurately calculate the conformance rate of BtoB solution subjects to BtoB solution sales.

1 ... BtoB solution Sales scoring system 2 ... System server 3 ... User terminal 4 ... Business operator terminal 5 ... Network 10 ... Calculation unit 20 ... Judgment unit 30 ... Storage unit 31 ... Assessment result storage unit 32 ... Backbone storage unit 33 … Achievement data storage unit

Claims (7)

It is a scoring system for BtoB solution sales equipped with a calculation unit that calculates the conformity rate of the subject to BtoB solution sales.
BtoB solution of past sales person The assessment result storage unit that stores the assessment results of sales skills,
The backbone storage unit that stores the backbone of the past sales person,
The performance data storage unit that stores the performance data of the sales positions that the past sales person was in charge of,
Further equipped with an input section for inputting the assessment result and backbone of the subject's BtoB solution sales skill.
The calculation unit is a scoring system for BtoB solution sales that calculates the conformity rate of the subject to BtoB solution sales from the assessment result, backbone and actual data of the past sales person, and the assessment result and backbone of the subject. .. The calculation unit
BtoB solution of the past sales person Using the prediction model machine-learned using the assessment result of the sales skill, the backbone and the actual data as teacher data, the BtoB solution of the subject from the assessment result and the backbone of the subject. The BtoB solution sales scoring system according to claim 1, which calculates the conformity rate to sales. The scoring system for BtoB solution sales according to claim 1 or 2, wherein the assessment result includes at least one of the subject's approach ability, hearing ability, questioning ability, catch ball ability, presentation ability, proposal ability, and closing ability. .. The backbone is the number of years the subject has worked for one company for the longest time, the number of years worked as a sales position, the frequency of taking a position to manage the organization to which he belonged during his student days, and the frequency of becoming a member of a community activity. , The scoring system for BtoB solution sales according to any one of claims 1 to 3, which includes at least one of the frequency of requests for congratulations and toasts at an event. The BtoB solution sales scoring according to any one of claims 1 to 4, wherein the actual data includes at least one of a deal rate, an order rate, an order amount, a lead time, and a sales person's action history. system. The performance data further includes the product characteristics of the sales positions that the past sales person was in charge of.
The input unit further inputs the product characteristics of the business matter to be assigned to the subject, and then inputs the product characteristics.
Using a prediction model machine-learned using the assessment results of the past sales person, the backbone, and the actual data as teacher data, the assessment results and backbone of the subject, and the sales project to be assigned to the subject. The BtoB solution sales scoring system according to claim 5, further comprising a contract probability calculation unit that calculates the probability of reaching a contract when the subject is in charge of a business case from the product characteristics. A scoring method for BtoB solution sales that includes a calculation means for calculating the subject's suitability for BtoB solution sales.
BtoB solution of past sales person A means of storing assessment results and a means of storing assessment results of sales skills,
A backbone storage means for storing the backbone of the past sales person,
A performance data storage means for storing performance data of sales positions that the past sales person was in charge of, and
Further equipped with an input means for inputting the assessment result and backbone of the subject's BtoB solution sales skill,
The calculation means is a scoring method for BtoB solution sales that calculates the conformity rate of the subject to BtoB solution sales from the assessment result, backbone, and actual data of the past sales person, and the assessment result and backbone of the subject. ..

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