JP2022179230A - Device for supporting achievement of target set in sales team, method and program therefor - Google Patents

Abstract

To support the achievement of a target set in a sales team.SOLUTION: A device 100 receives operation day information for determining operation days for an object period of a set target from a first member and a second member (S201, S202). The device 100 calculates the total number of operation days on the basis of the operation day information (S203). Then, the device 100 receives an achievement target of a corresponding sales team from a manager (S204). Next, the device 100 receives a result numerical value of a day unit of the target being an object of the achievement target from the first member and the second member (S205, S206). The device 100 receives a display request for a report from the manager (S207), and calculates the number of the operation days consumed by the sales team until the request is received and its consumption rate in accordance with the request (S208). Then, the device 100 transmits display information for displaying the calculated number of consumed days and consumption rate (S210).SELECTED DRAWING: Figure 2

Description

The present invention relates to a device, method, and program for supporting achievement of goals set for a sales team.

Strengthening the sales team plays a major role in growing the business. Each company's sales team uses a variety of tools to help them reach their sales targets.

For example, there is a tool called "CRM". It is a tool for managing information about prospective and existing customers, such as referring to past history when contacting customers, understanding customer status through data analysis, and displaying sales team performance. be able to.

Such tools perform their functions based on the information accumulated by members of the sales team entering reports on sales activities on a daily basis. It is not easy to execute the complicated input that is required, and the difficulty of effective operation of the tool is high.

The present invention has been made in view of such problems, and an object of the present invention is to provide an apparatus, method, and program for assisting the achievement of goals set for a sales team, and to achieve the goals in a planned manner. to facilitate the achievement of

In order to achieve such an object, a first aspect of the present invention is a method for supporting achievement of goals set for a sales team, which is used by each of a plurality of members included in the sales team. a step of receiving, from a plurality of member terminals, working day information that defines working days in the target period, and a step of calculating the total number of working days of the sales team in the target period based on the received working day information; , in response to a display request from a member terminal used by any one of a plurality of members included in the sales team or a manager terminal used by the manager of the sales team, the request within the target period is sent to the terminal that sent the request and transmitting display information for displaying at least one of the number of working days used by the sales team up to the day on which the It is calculated based on the working day information.

Further, a second aspect of the present invention is the method of the first aspect, wherein the display information displays the number of days consumed by a bar graph, is indicated by a straight line across the bar graph.

Further, a third aspect of the present invention is the method of the first or second aspect, wherein basic input for inputting regular holidays and irregular holidays or business days are input to the plurality of member terminals. and the step of transmitting input screen display information for displaying an input screen for performing detailed input for inputting, wherein the working day information includes input to the input screen.

Further, a fourth aspect of the present invention is the method of any one of the first to third aspects, wherein from the target period for calculating the target or the target period set in advance receiving a long-term long-term goal from the manager terminal.

A fifth aspect of the present invention is the method according to the fourth aspect, wherein the step of receiving daily performance figures of the index, which is the target of the achievement goal, from at least some of the plurality of member terminals. and calculating a total performance value by the sales team in the target period based on the performance figures, wherein the display information includes the performance total value up to the date when the request is received and the achievement rate thereof. is displayed simultaneously with at least one of the digestion days and the digestibility.

Further, a sixth aspect of the present invention is the method according to the fifth aspect, wherein the display information displays the total performance value by a bar graph, and the achievement target is displayed as the achievement target. is indicated by a straight line across the bar graph.

Also, a seventh aspect of the present invention is the method of the fifth aspect, comprising: receiving expected numerical values of the KPI from at least some of the plurality of member terminals; and based on the expected numerical values, and calculating a total expected value of the sales team for the target period, wherein the display information causes the actual total value, the actual total value, and the expected total value to be displayed in a bar graph, respectively.

An eighth aspect of the present invention is the method according to the seventh aspect, wherein at least a part of the plurality of member terminals has a performance input field for inputting a performance numerical value of the indicator for the current day; It further includes a step of transmitting input field display information for displaying an expected input field for inputting an expected numerical value of the index up to the current day.

A ninth aspect of the present invention is a program for causing a computer to execute a method for supporting achievement of goals set for a sales team, wherein the method includes a plurality of sales teams included in the sales team. a step of receiving, from a plurality of member terminals respectively used by the members of the above, working day information that determines working days in the period covered by the target; and based on the received working day information, the total working days of the sales team in the said period and, in response to a display request from a member terminal used by one of a plurality of members included in the sales team or a manager terminal used by a manager of the sales team, the terminal that sent the request, the target sending display information for displaying at least one of the number of working days consumed by the sales team up to the date of receiving the request within the period and the consumption rate of the number of working days with respect to the total number of working days; The number of days consumed is calculated based on the working day information.

A tenth aspect of the present invention is a device for supporting achievement of a goal set for a sales team, wherein the goal receive working day information that defines the working days in the target period, calculate the total working days of the sales team in the target period based on the received working day information, and calculate the total number of working days of the sales team in the target period In response to a display request from a member terminal used by either or a manager terminal used by the manager of the sales team, the terminal that sent the request is operated by the sales team until the date the request is received within the target period Display information for displaying at least one of the number of days consumed per day and the rate of consumption of the number of days consumed with respect to the total number of working days is transmitted, and the number of days consumed is calculated based on the working day information.

According to one aspect of the present invention, based on the working day information that determines the working days in the target period of the achievement target set for the sales team, the total number of working days in the target period and the number of days until a certain day in the target period is calculated, and upon request, display information for displaying at least one of the number of days consumed and the consumption rate, which is the ratio of the number of days consumed to the total number of working days, is sent to the terminal of the manager or member of the sales team. By doing so, it is possible to accurately confirm the business status by simple input, and it is possible to facilitate the planned achievement of the target.

Fig. 2 shows an apparatus according to an embodiment of the invention; Fig. 3 shows a method flow according to an embodiment of the present invention; FIG. 5 is a diagram showing an example of an input screen for working day information according to one embodiment of the present invention; FIG. 5 is a diagram showing an example of an input screen for working day information according to one embodiment of the present invention; It is a figure which shows an example of the input screen of the daily information concerning one Embodiment of this invention. It is a figure which shows an example of the forecast/actual report concerning one Embodiment of this invention.

BEST MODE FOR CARRYING OUT THE INVENTION Hereinafter, embodiments of the present invention will be described in detail with reference to the drawings.

FIG. 1 shows an apparatus according to one embodiment of the invention. The device 100 includes a first member terminal 111 and a second member terminal 112 respectively used by a first member and a second member included in a sales team, a manager terminal 120 used by the manager of the sales team, and an IP such as the Internet. Communicate over the network to help achieve the goals set for the sales team. Although only the first member terminal 111 and the second member terminal 112 are shown in FIG. 1, the number of terminals may be increased as necessary when the number of members is three or more. For the sake of simplicity, a case where there are two members will be described below as an example.

The device 100 includes a communication unit 101 such as a communication interface, a processing unit 102 such as a processor and a CPU, and a storage unit 103 including a storage device or storage medium such as a memory and a hard disk, and stores programs for performing each process. It can be configured by running Device 100 may include one or more devices, computers or servers. Also, the program may include one or more programs, and may be recorded on a computer-readable storage medium to be a non-transitory program product. The program can be stored in a storage device or storage medium such as the database 104 accessible from the storage unit 103 or the device 100 via the IP network, and can be executed by the processing unit 102 . Data described below as being stored in storage 103 may be stored in database 104, and vice versa.

First, the device 100 receives, from the first member terminal 111, first working day information that defines the working days in the target period set for the sales team (S201). Similarly, the device 100 receives, from the second member terminal 112, second working day information that defines working days in the target period (S202). The device 100, which is the server, calculates the total number of working days in the target period based on the received working day information (S203).

3A and 3B are examples of input screens for working day information according to an embodiment of the present invention. The first member terminal 111 receives the input screen display information for displaying the working day information input screen from the device 100, and based on the information, displays the input screen on the display terminal of the first member terminal 111 on the web browser. can be displayed. Alternatively, an application installed in the first member terminal 111 can be operated to display the input screen on the application. "Working day information input screen" means that when displayed on a web browser, it can adopt various formats such as a web page, modal window, pop-up window, etc., and when displayed on an app, it can be can be one screen. In any case, any screen that includes an area having input columns for inputting working day information corresponds to the working day information input screen.

The working day information is information that defines working days, and can be information that designates working days, holidays, or both. The working day can be determined by specifying the working day, and the working day can be determined by specifying the holiday. 3A and 3B, FIG. 3A shows a first entry screen 301 for basic entry for entering regular holidays, and FIG. 3B shows detailed entry for entering irregular holidays or business days. shows a second input screen 302 for performing Information for displaying each input screen may be transmitted simultaneously or separately. Also, basic input and detailed input may be performed on the same screen.

If the working day information is obtained, the device 100 can automatically calculate the number of working days up to a certain day in the target period in addition to the total number of working days in the target period. More specifically, as an example, the total number of working days is determined by subtracting the number of days specified as holidays from the number of days in the target period. If subtracted, it will be the number of digested days. Even if a regular holiday is specified by basic input and an irregular business day or working day is specified by detailed input, the holiday will be specified by basic input and detailed input as a result.

Then, the device 100 receives and stores the achievement target of the sales team from the manager terminal 120 (S204). For example, the device 100 may receive long-term goals, such as yearly goals, rather than goals for a target period, such as monthly goals, and calculate goals based on the long-term goals. Here, although the achievement goal is received by the device 100 after the working day information, the order does not matter.

Next, the device 100 receives the daily performance numerical value of the index that is the target of the achievement goal from the first member terminal 111 (S205). In addition, the device 100 receives the daily performance numerical value of the index, which is the target of the achievement target, from the second member terminal 112 (S206). Although we have described receiving performance figures from both members, not all members of the sales team may transmit performance figures.

FIG. 4 is an example of an input screen for daily performance information according to one embodiment of the present invention. First member terminal 111 receives the input screen display information for displaying the daily result input screen from device 100, and based on the information, displays the input screen on the display screen of first member terminal 111 on the web browser. 400 can be displayed. Alternatively, an application installed in the first member terminal 111 can be operated to display the input screen on the application. “Daily Results Entry Screen” means that when displayed on a web browser, it can be in various forms such as a web page, modal window, pop-up window, etc., and when displayed on an app, can be one screen. In any case, any screen that includes an area having an input column for entering a daily performance numerical value corresponds to the daily performance input screen.

The daily performance information is information related to daily business performance, and is preferably input by each member during the day. Sales performance may include indicators such as sales, number of contracts, number of business negotiations, and the like. Also, instead of the daily performance information, daily information including information related to daily sales forecast may be used. It is possible to include the expected sales and expected number of contracts of B rank with high accuracy, and the expected sales and expected number of contracts of C rank, which has the next highest accuracy after B rank. Also, the daily information may include the number of remaining negotiations during the target period.

The device 100 receives a request to display the forecast/actual report 500 from the manager terminal 120 used by the manager of the sales team (S207), and in response to the request, the operation by the sales team within the target period up to the date of receipt of the request. At least one of the number of digested days per day and the digestibility thereof is calculated (S208). In addition, in response to the request, the device 100 calculates at least one of the total performance value and the achievement rate of the sales team up to the date of receiving the request within the target period (S209). Here, the number of working days up to the day on which the display request is received may be the number of working days up to the day before the day on which the request is received, or the number of days including the day on which the request is received. In addition, the total performance value up to the date of receipt of the display request is the total value of the performance figures up to the day before the date of receipt of the request, including the performance figures entered up to the point of reception on the day of receipt. value.

Here, it is described that after the device 100 receives the display request, the number of days consumed and its consumption rate, and the actual total value and its achievement rate are calculated. good. Also, although the apparatus 100 has been described as receiving a display request for a report such as a forecast/actual report, more generally, it may be a display request for business conditions including at least one of the number of days spent and the rate of consumption.

Then, the device 100 transmits to the manager terminal 120 display information for simultaneously displaying at least one of the calculated number of days consumed and the consumption rate and at least one of the calculated total performance value and the achievement rate (S210). . Here, it is described that both are displayed at the same time, but at least one of the digestion days and the digestion rate may be displayed.

FIG. 5 shows an example of a forecast/actual report according to one embodiment of the present invention. The graph on the left shows the number of days consumed as a bar graph, and the total number of working days of 235 days as a straight line that intersects the bar graph if the number of days consumed exceeds the total number of working days. In addition to the number of days consumed and the total number of working days, FIG. 5 also shows 80% as the number of days consumed. The graph on the right shows the total performance value as a bar graph and the target of 100 MJPY as a straight line that crosses the graph if the total performance value exceeds the target.

The device 100 receives at least one of the actual total value and the achievement rate of the indicator that is the target of the achievement target, as well as the expected numerical value of the indicator, and based on this, the expected value of the indicator is received. You may calculate the expected total value in the target period. By displaying the sum of the expected total value and the actual total value as a bar graph in close proximity to the actual total value bar graph, it is possible to visually grasp the relationship between the actual result and the expected achievement target. As an example, it is conceivable to display the sum of the expected total value and the actual total value by a bar graph thicker than the actual total value, and to display the bar graph representing the actual total value overlaid on the bar graph. Here, the expected total value that occurred up to the date of receipt of the display request is the total value of the expected values that occurred up to the day before the date of receipt of the request, and Although the total value including the expected numerical value may be used, it is preferable to match the actual total value with respect to when the numerical values are totaled. Input field display information for displaying an actual result input field for inputting the actual figures for the current day for the indicator that is the target of the achievement target, and an expected input field for inputting the expected figures that have occurred up to the current day for the indicator. is transmitted from the device 100 in, for example, HTML format, the input to the input field is received, and the data necessary for graph display is accumulated.

The manager terminal 120 can receive display information for displaying business conditions from the device 100, for example, in HTML format, and display the business conditions on the display screen of the manager terminal 120 on the web browser based on the information. Alternatively, an application installed in the manager terminal 120 can be operated, and the business status can be displayed on the application based on the data included in the display information received from the device 100 in JSON format, for example. Business conditions can be displayed in various forms such as web pages, modal windows, pop-up windows, etc. when displayed on a web browser, and displayed on a single screen of the application when displayed on an application. be able to. In any case, it suffices to be able to display numerical values for confirming business conditions. The display information may be sent to the first member terminal 111 or the second member terminal 112 .

As described above, by displaying the total number of working days and the number of days consumed in a predetermined relationship based on the input working day information, it is possible to visually grasp the relationship between the two. Similarly, by displaying the actual total value and the achievement target in a predetermined relationship based on the input target and daily information, it is possible to visually grasp the relationship between the two. Furthermore, in one embodiment of the present invention, by displaying these on the same screen, it becomes easy to compare whether the achievement rate is behind the digestion rate.

100 device 101 communication unit 102 processing unit 103 storage unit 104 database 111 first member terminal 112 second member terminal 120 manager terminal 301 first input screen 302 second input screen 400 daily performance input screen 500 business status display screen

Claims (10)

A method for assisting a sales team in achieving goals set for it, comprising:
a step of receiving working day information defining working days in the target period from a plurality of member terminals respectively used by a plurality of members included in the sales team;
calculating the total working days of the sales team in the target period based on the received working day information;
In response to a display request from a member terminal used by one of a plurality of members included in the sales team or a manager terminal used by the manager of the sales team, the terminal that sent the request is sent the request within the target period. sending display information for displaying at least one of the number of working days used by the sales team up to the date of receipt and the percentage of the number of days used with respect to the total number of working days;
The number of days consumed is calculated based on the working day information. 2. The method of claim 1, wherein
As for the display information, the number of days consumed is displayed by a bar graph, and the total number of working days is displayed by a straight line that crosses the bar graph when the number of days consumed exceeds the total number of working days. 3. A method according to claim 1 or 2,
Send input screen display information for displaying an input screen for performing basic input for inputting regular holidays and detailed input for inputting irregular holidays or business days to the plurality of member terminals. and
The working day information includes input to the input screen. A method according to any one of claims 1 to 3,
The method further includes receiving, from the manager terminal, a target to be achieved in the preset target period or a long-term target longer than the target period for calculating the target period. 5. The method of claim 4, wherein
receiving from at least some of the plurality of member terminals a daily performance value of the indicator that is the target of the achievement target;
calculating a total performance value by the sales team for the target period based on the performance figures;
In the display information, at least one of the actual total value up to the day when the request is received and the achievement rate thereof is displayed together with at least one of the number of days consumed and the consumption rate. 6. The method according to claim 5, wherein the display information displays the total performance value by a bar graph, and the target is a straight line that crosses the bar graph when the total performance value exceeds the target. to display. 6. The method of claim 5, wherein
receiving expected values of the KPI from at least some of the plurality of member terminals;
calculating a total expected value by the sales team for the target period based on the expected figures;
The display information displays the actual total value, the actual total value, and the expected total value in the form of bar graphs. 8. The method of claim 7, wherein
At least a part of the plurality of member terminals displays an actual result input field for inputting actual numerical values of the indicator for the current day and an expected input field for inputting expected numerical values generated by the current day for the indicator. It further includes the step of transmitting input field display information for. A program for causing a computer to execute a method for assisting a sales team to achieve goals set, said method comprising:
a step of receiving working day information defining working days in the target period from a plurality of member terminals respectively used by a plurality of members included in the sales team;
calculating the total working days of the sales team in the target period based on the received working day information;
In response to a display request from a member terminal used by one of a plurality of members included in the sales team or a manager terminal used by the manager of the sales team, the terminal that sent the request is sent the request within the target period. sending display information for displaying at least one of the number of working days used by the sales team up to the date of receipt and the percentage of the number of days used with respect to the total number of working days;
The number of days consumed is calculated based on the working day information. A device for assisting the achievement of goals set for a sales team, comprising:
receiving working day information defining working days in the target period of the target from a plurality of member terminals respectively used by a plurality of members included in the sales team, and based on the received working day information, Calculate the total number of working days in the target period,
In response to a display request from a member terminal used by one of a plurality of members included in the sales team or a manager terminal used by the manager of the sales team, the terminal that sent the request is sent the request within the target period. Transmitting display information for displaying at least one of the number of working days consumed by the sales team up to the date of receipt and the consumption rate of the number of working days with respect to the total number of working days;
The number of days consumed is calculated based on the working day information.

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