JP2024016411A - Sales support device and sales support method - Google Patents

Abstract

PROBLEM TO BE SOLVED: To provide a sales support device and a sales support method for accurately estimating the likelihood of future contract closing for ongoing projects.

SOLUTION: In a sales support system that is provided in a business office or a data center and the like of a business operator and is configured to include one or more user terminals, a data management system, and a sales support device, the sales support device 40 comprises: a storage unit for storing project history information, which is information including attributes of a project and a history of changes in progress phases of the project from start of work for a client to contract closing or non-closing of the project; and a contract closing rate calculation unit for calculating a contract closing rate, which is a probability that a project with a predetermined attribute that has reached a predetermined phase will subsequently reach contract closing, based on the project history information.

SELECTED DRAWING: Figure 2

COPYRIGHT: (C)2024,JPO&INPIT

Description

The present invention relates to a sales support device and a sales support method.

SFA (Sales Force Automation) is sometimes used as a tool to support corporate sales activities. SFA is used, for example, to accumulate and manage information regarding sales activities and business processes, and to predict sales and profits.

As a technology that contributes to predicting sales and profits, Patent Document 1 discloses that a server device in a sales support system stores information including the expected order amount and parameters related to the prediction of the expected order amount for each sales project. , it is described that based on the information, display data for displaying the expected order amount and the predicted order amount based on the parameters at the same time is generated, and the display data is displayed on the display unit.

Japanese Patent Application Publication No. 2021-68036

In order to use SFA to predict future business performance and use it for management decisions, it is necessary to consider whether the sales activities currently in progress will lead to a formal contract and business performance. However, there are many uncertainties in predicting the conclusion of a contract, as there are various processes involved in each case leading to the conclusion of a contract, and this also depends on business practices. Patent Document 1 also discloses that the expected order amount and the like are arbitrarily input by the user.

The present invention has been made in view of this background, and its purpose is to provide a sales support device and a sales support method that are capable of accurately estimating the likelihood of future contract completion for ongoing projects. There is a particular thing.

One of the aspects of the present invention to solve the above-mentioned problems is to identify the attributes of a project and the history of the transition phase of the project from the start of work for the client to the conclusion or non-conclusion of the project. a storage device that stores case history information, which is information including information; and a processing device that calculates a contract completion rate, which is the probability that a case with a predetermined attribute that has reached a predetermined phase will subsequently become a contract, based on the case history information. and sales support equipment.

According to the present invention, it is possible to accurately estimate the likelihood of future contract completion for an ongoing project.
Structures, effects, etc. other than those described above will be made clear by the description of the embodiments below.

1 is a diagram showing an example of the configuration of a sales support system according to the present embodiment. FIG. 3 is a diagram illustrating an example of a functional unit included in the sales support device. It is a figure explaining an example of the hardware with which a sales support device is provided. It is a flow diagram explaining the outline of sales support processing. FIG. 3 is a flow diagram illustrating an example of case history update processing. FIG. 2 is a flow diagram illustrating an example of data acquisition processing. FIG. 3 is a diagram illustrating an example of a matter management table. FIG. 3 is a diagram showing an example of a case history table. It is a flow diagram explaining an example of contract rate calculation processing. It is a figure showing an example of a contract rate management table. FIG. 7 is a diagram illustrating an example of change history of a matter management table and a matter history table. FIG. 7 is a diagram illustrating an example of change history of a matter management table and a matter history table. It is a figure which shows an example of a contract prediction result screen.

FIG. 1 is a diagram showing an example of the configuration of a sales support system 1 according to the present embodiment. The sales support system 1 includes one or more user terminals 10, a data management system 20, and a sales support device 40. The sales support system 1 is installed in a business office, a data center, or the like of a business operator (hereinafter referred to as the business operator).

The user terminal 10 is an information processing device (computer) used by a salesperson (user) of a company that conducts sales activities for each project (work toward closing the project). Using the user terminal 10, the user inputs information about his or her progress (for example, business activities) into the data management system 20 each time the user progresses through a phase. Further, the user uses the user terminal 10 to input the results of his or her own sales activities (information on deals that have been confirmed as successful or unsuccessful) into a slip management system (not shown) provided in the data management system 20. Note that a non-concluded contract is defined not only when the business operator and the other party cannot agree on a contract, but also when the business entity (salesperson) terminates its sales activities and the project itself disappears, and when the other party This includes cases where an agreement has been reached with a business operator.

The data management system 20 includes SFA (Sales Force Automation) and the like. The data management system 20 is an information processing system composed of one or more information processing devices (computers). The data management system 20 manages information input from the user terminal 10 and also coordinates data with the sales support device 40.

The data management system 20 includes an unconfirmed case DB 21 (DataBase) and a confirmed case DB 22. The unconfirmed case DB 21 stores information on currently ongoing cases for which contract completion or non-contract has not been determined. The unconfirmed case DB 21 stores, for example, the case number, client information, phase information, etc. of the case. The confirmed case DB 22 stores information on cases for which contract completion or non-contract has been confirmed. The confirmed case DB 22 stores, for example, the case number of the case, information on the client, and information on the contract amount.

The sales support device 40 is an information processing system composed of one or more information processing devices (computers). The sales support device 40 acquires information on past projects from the data management system 20, and predicts the closing rate of projects in a predetermined period in the future based on the acquired information. In this embodiment, it is assumed that the sales support device 40 predicts the closing rate for the current year based on information on deals from past years.

Communication occurs between the user terminal 10, the data management system 20, and the sales support device 40 via a wired or wireless communication network 5 such as the Internet, a LAN (Local Area Network), a WAN (Wide Area Network), or a dedicated line. possible to be connected.
Next, details of the sales support device 40 will be explained.

FIG. 2 is a diagram illustrating an example of a functional unit included in the sales support device 40. The sales support device 40 includes functional units such as a data acquisition unit 41 , a contract rate calculation unit 42 , a contract amount prediction unit 43 , and an output unit 44 .

The data acquisition unit 41 acquires information about a case from the data management system 20. The acquired information is stored in a case management table 100 and a case history table 200, which will be described later.

Based on the case history table 200, the contract rate calculation unit 42 calculates the contract rate, which is the probability that a contract with each attribute that has reached each phase will subsequently reach a contract. Then, the contract rate calculation unit 42 extracts the attributes and current phase of the transaction from the information of the transaction for which the contract or non-contract is not determined (the transaction for which the contract rate is to be calculated), and based on the extracted attributes and phase. , calculate the closing rate of projects related to the relevant attributes and the relevant phase.

Note that the phase in this embodiment may be a stage in a business's business activities, a stage set depending on the circumstances of the other party (business partner) of the business activity, or a stage in other business activities. It may be a stage set by a standard (an objective standard of the situation).

The contract amount prediction unit 43 calculates the contract amount (hereinafter referred to as the first contract amount) on the assumption that all deals that have not been determined to be concluded or not, and the contract rate calculated by the contract rate calculation unit 42. A predicted contract amount (hereinafter referred to as the second contract amount) is calculated based on the contract amount.

The output unit 44 displays information such as each calculated contract rate and contract amount on the screen.

The sales support device 40 also stores databases including a case management table 100, a case history table 200, a contract rate management table 400, and a budget management table 500.

The case management table 100 stores current information (for example, information on the current phase) of each case.

The project history table 200 contains information on the attributes of the project and the history of the transition of the progress phase of the project from the start of work for the client to the finalization of the contract or non-conclusion of the project (project history information). I remember.

The contract rate management table 400 stores each calculated contract rate (contract rate for each phase and each attribute).

The budget management table 500 stores information regarding the target value of the contract amount.

Next, FIG. 3 is a diagram illustrating an example of hardware included in the sales support device 40. The sales support device 40 includes a processing device 91 (processor) such as a CPU (Central Processing Unit), a DSP (Digital Signal Processor), a GPU (Graphics Processing Unit), an FPGA (Field-Programmable Gate Array), and a ROM (Read Only Memory). ) or a main storage device 92 such as RAM (Random Access Memory), an auxiliary storage device 93 consisting of a storage device such as an HDD (Hard Disk Drive) or an SSD (Solid State Drive), and an NIC (Network Interface Card). , a communication device 94 consisting of a wireless communication module, a USB (Universal Serial Interface) module, or a serial communication module, an input device 95 consisting of a mouse, a keyboard, etc., and a liquid crystal display or an organic EL (Electro-Luminescence). The output device 96 includes a display or the like. Note that the user terminal 10 and the data management system 20 also have the same hardware configuration as the sales support device 40.

The functions of each functional unit of the sales support device 40 explained above are as follows: This is achieved by reading the program. For example, each program can be recorded on a recording medium and distributed. Note that the sales support device 40 is a virtual information processing resource provided using virtualization technology, process space separation technology, etc., such as a virtual server provided by a cloud system, in whole or in part. It may be realized using. Further, all or part of the functions provided by the sales support device 40 may be realized by, for example, a service provided by a cloud system via an API (Application Programming Interface) or the like.
Next, the processing performed by the sales support system 1 will be explained.

FIG. 4 is a flow diagram illustrating an overview of the process (sales support process) for predicting the future contract rate of the business operator.

First, the data management system 20 executes a case history update process s11 that receives input from the user terminal 10 to update information on a case.

Thereafter, the sales support device 40 executes a data acquisition process s13 to acquire information about the case from the data management system 20.

The sales support device 40 executes a closing rate prediction process s15 that predicts the closing rate of the job in the current year based on the information on the job acquired in the data acquisition process s13.

The sales support device 40 executes a closing prediction presentation process s17 that presents the user with the prediction result of the closing of the current year based on the closing rate calculated in the closing rate prediction process s15. With this, the sales support process ends.

Note that the execution order and number of executions of each of the above processes does not necessarily have to be as described above. For example, the contract rate prediction process s15 may be executed at least once each of the case history update process s11 and the data acquisition process s13. It should be executed after
The details of each process will be explained below.

<Matter history update process>
FIG. 5 is a flow diagram illustrating an example of the case history update process s11.

First, the data management system 20 receives input of information on a new project (in this embodiment, it is assumed that a new project is established at the start of a job that is managed as a project, although it has not yet become an official project) (s111). ). For example, the data management system 20 receives, from the user terminal 10, information on the number of the project, the name of the business partner of the project, and the attributes of the project.

Furthermore, the data management system 20 receives input of information regarding a change in the phase of an existing project (including when a deal is confirmed or not) (s113). For example, the data management system 20 receives from the user terminal 10 the number of the case whose phase has been changed, the name of the business partner of the case, and the input of the phase after the change. Note that the phase may return to the previous phase, or may be skipped and proceed to a further phase.

On the other hand, the data management system 20 receives input of information on a contract that has been finalized (s115). For example, the data management system 20 receives input from the user terminal 10 of the number of a contract that has been finalized, the name of the business partner of the contract, and the contract amount. With this, the matter history update process s11 ends.

<Data acquisition process>
Next, FIG. 6 is a flow diagram illustrating an example of the data acquisition process s13.
The sales support device 40 acquires information about the case whose phase has been changed from the data management system 20 (s131). For example, the sales support device 40 accesses the data management system 20 and receives information about a case whose phase has been changed and which has not yet been determined to be a contract or non-contract.

The sales support device 40 adds phase information and attribute information before and after the change to the case history table 200 for the case whose phase has been changed, which was acquired in s131 (s133). Note that the sales support device 40 updates the case management table 100 based on the acquired data. With this, the data acquisition process s13 ends.

(Project management table)
Here, FIG. 7 is a diagram showing an example of the matter management table 100. The matter management table 100 includes a customer name 101 where the name of the business partner related to the matter is set, a matter number 102 where the identifier (number, etc.) of the matter is set, a phase 103 where the phase to which the matter belongs is set, and the matter. It has data items of categories 104 and 105 in which information of one or more categories for classifying the customer is set, and a contract amount 106 in which the contract amount for the previous year is set. The customer classification and contract amount are managed as attribute information of the project.

Here, the phase 103 includes (1) "pre-proposal" which is the phase before the formal project, (2) "first phase" which is each phase after the formal project (for example, transaction ``2nd phase'' (e.g., phase in which specific proposals or estimates are being made for closing the deal); ``3rd phase'' (e.g., final preparation phase for closing the deal) ), or the "fourth phase" (for example, the phase in which a contract has been announced); (3) the phase in which the contract is confirmed or not ("unconcluded contract (due to customer circumstances)"); ``Unconcluded contract (other decision)'' (when another business operator obtains a contract for the business partner and the business operator is not subject to any restrictions); (Declination)" (if the business operator voluntarily declines to conclude the contract), or "Contract").

(Matter history table)
Next, FIG. 8 is a diagram showing an example of the case history table 200. The matter history table 200 includes a matter number 201 corresponding to matter number 102 of the matter management table 100, a pre-change phase 202 in which the phase to which the matter belongs before being changed is set, and a phase to which the matter belongs after being changed. It has data items such as a post-change phase 203 in which is set, categories 204 and 205 corresponding to the categories 104 and 105 of the matter management table 100, and a contract amount 206 corresponding to the contract amount 106 of the matter management table 100.

<Contract rate calculation process>
Next, FIG. 9 is a flow diagram illustrating an example of the contract rate calculation process s15.
First, the sales support device 40 refers to the case history table 200 and extracts data on cases whose phase before the change has not reached either a closed contract or a closed contract (s151). Specifically, the sales support device 40 determines whether the pre-change phase 202 in the case history table 200 is "before project", "first phase", "second phase", "third phase", or "fourth phase". Extract records that are in any of the phases.

Further, the sales support device 40 refers to the case management table 100 and extracts data on confirmed cases that have been confirmed to be closed or closed (s153). Specifically, the sales support device 40 extracts from the case management table 100 records whose phase 103 is "contract" as contract confirmation records, and records whose phase 103 is "unconcluded (other decision)" and "unconcluded." (Business partner circumstances)” or “Unsuccessful contract (declined)” are extracted as unsuccessful contract confirmed records.

The sales support device 40 acquires all confirmed cases from the cases extracted in s151 (s155). Specifically, the sales support device 40 sets the case number 201 of the records of the case history table 200 extracted in s151 to the case number 101 of any record of confirmed cases in the case management table 100 extracted in s153. Get all records with the same information.

The sales support device 40 classifies the data of the confirmed case acquired in s155 by the phases and attributes of the confirmed case in the past (s157). Specifically, the sales support device 40 creates a group for each combination of the contents of the pre-change phase 202, categories 204, 205, and contract amount 206 of each record in the case history table 200 acquired in s155.

The sales support device 40 calculates the contract rate for each classified group (combination of phase and attribute), and registers the calculated contract rate in the contract rate management table 400 in association with the group (s159).

Specifically, for example, the sales support device 40 calculates the number of records in the deal history table 200 that are associated with contract confirmation records among the records belonging to a certain group (phase and attribute) created in s157. The number of records in the job history table 200, which are associated with the confirmed record of unsuccessful deals, is stored as the number of unsuccessful deals. The sales support device 40 calculates the contract rate for the group by the number of contracts/(number of contracts + number of unsuccessful contracts). The sales support device 40 calculates the closing rate for each phase and each attribute by repeating the above process for each group.

FIG. 10 is a diagram showing an example of the contract rate management table 400. The contract rate management table 400 includes a phase 401 in which phase information is set, an attribute 402 in which information on attribute combinations is set, and a contract rate 403 in which the contract rate of the deal related to the phase and attribute is set. Contains data items.
Here, a specific example of calculating the contract rate will be explained.

<Example of calculation of contract rate>
11 and 12 are diagrams showing examples of change history of the matter management table 100 and the matter history table 200 (divided into two diagrams due to space limitations).
As shown by reference numeral 1201 in FIG. 11, initially, each case with case numbers 1 to 4 exists, and the phase of each case is "pre-case". This information is stored in the case management table 100. In this example, it is assumed that all business partners have the same attributes (hereinafter referred to as main attributes).

Thereafter, the cases with case numbers 1 to 4 are changed from "pre-case" to "first phase." As a result, each record of the “first phase” of the cases with case numbers 1 to 4 is set in the case management table 100 (reference numeral 1202). In addition, "pre-case" information for case numbers 1 to 4 is added as history to the case history table 200 (numeral 1203).

Thereafter, the cases with case numbers 1 to 3 are changed from the "first phase" to the "second phase." On the other hand, the case with case number 4 is changed from "first phase" to "unsuccessful contract (customer circumstances)", and it is confirmed that the case will not be concluded. As a result, in the case management table 100, "second phase" for case numbers 1 to 3 is set (1204), and "unsuccessful contract (customer circumstances)" for case number 4 is set (1205). In addition, the “first phase” information of case numbers 1 to 4 is added as history to the case history table 200 (numeral 1206).

Thereafter, as shown in FIG. 12, the phases of the cases with case numbers 1 and 2 are changed from "second phase" to "fourth phase." Further, the phase of the case with case number 3 is changed from "second phase" to "unsuccessful contract (other decision)", and it is confirmed that the project will not be concluded. As a result, in the case management table 100, the "fourth phase" for case numbers 1 and 2 is set (numeral 1301), and the "unsuccessful contract" for case number 3 is set (numeral 1302). Additionally, the “second phase” information of case numbers 1 to 3 is added as history to the case history table 200 (1303).

Thereafter, the case with case number 1 is changed from "fourth phase" to "contract" and the contract is finalized. As a result, “contract” for case number 1 is set in the case management table 100 (reference numeral 1304). Additionally, information on the "fourth phase" of case number 1 is added as a history to the case history table 200 (1305).

Based on the above assumptions, the contract rate for each phase is as follows.

In this attribute, the contract rate related to “before the project” = 1 case (code 1311) / (1 case (code 1311) + 2 cases (code 1312, 1313)) = 33%

In this attribute, contract rate related to "first phase" = 1 case (code 1314) / (1 case (code 1314) + 2 cases (code 1315, 1316)) = 33%

Contract rate related to "second phase" in this attribute = 1 case (code 1317) / (1 case (code 1317) + 1 case (code 1318)) = 50%

Contract rate related to “4th phase” in this attribute = 1 case (code 1305) / 1 case (code 1305) = 100%

<Contract prediction presentation process>
FIG. 13 is a diagram showing an example of a contract prediction result screen displayed in the contract prediction presentation process s17. The contract prediction result screen 1400 is displayed on the sales support device 40 or the user terminal 10, for example.

The contract prediction result screen 1400 displays the target contract amount 1410 (budget) for this year, the current contract amount 1420 (first contract amount) based on the information currently registered in the data management system 20, and the contract rate calculation. A predicted value 1430 (second contract amount) of the contract amount based on the contract rate calculated in process s15 is displayed as a bar graph.

The target value 1410 of the contract amount is calculated and displayed based on the data acquired from the budget management table 500.

The current contract amount 1420 is the first amount 1421 that is calculated based on the information of the deals that are confirmed to be concluded in this fiscal year, which is registered in the data management system 20, and the first amount 1421 that is currently registered in the data management system 20. This is the total amount including the second amount 1422 calculated assuming that each case 1423 has been concluded. Note that the contract amount for each case in the second amount 1422 is based on the value of the contract amount 106 in the case management table 100, for example.

The predicted value 1430 of the contract amount is the third amount 1431, which is the same amount as the first amount 1421, and the amount 1424 of each deal related to the second amount 1422, and the corresponding amount calculated by the contract rate calculation process s15. This is the total amount together with a fourth amount 1432, which is the sum of the predicted values of the contract amount obtained by multiplying each contract contract rate 1433 of the deal.

The fourth amount 1432 in the predicted value 1430 of the contract amount is calculated as follows, for example. By referring to the case history table 200, the sales support device 40 extracts and specifies information on the attributes and current phase of each case that is currently neither closed nor closed. Then, the sales support device 40 specifies the contract rate (calculated by the contract rate calculation process s15) related to the combination of the specified attribute and phase. The sales support device 40 calculates the product of the contract amount (for example, based on the value of the contract amount 106 of the project management table 100) and the contract rate for the contract related to the combination of attributes and phases. The sales support device 40 calculates the fourth amount 1432 by summing the products calculated in this way.

By comparing the target contract amount 1410, the current contract amount 1420, and the predicted contract amount 1430 displayed on the contract prediction result screen 1400, the user can determine the provisional contract amount based on the current database value. You can compare the contract amount with the contract amount, which is a more accurate predicted value based on the contract rate, and also check whether there is a possibility of achieving the contract goal in the current fiscal year against the budget (target value).

Further, the sales support device 40 displays a sales amount 1435 or a profit amount 1436 calculated from the contract rate on the contract prediction result screen 1400.

Regarding the sales amount, for example, the sales support device 40 may use the contract amount calculated above as the sales amount, or may calculate the amount calculated based on the contract closing rate and a predetermined sales calculation formula.

Regarding the profit amount, for example, the sales support device 40 creates a database that records costs for each group (combination of attributes and phases) classified in the contract rate calculation process s15, and uses the sales amount calculated above to create a database that records the cost. The profit amount is calculated by subtracting the cost price stored in . Note that the method of calculating the profit amount explained here is just an example, and any calculation method may be determined.

As described above, the sales support device 40 of the present embodiment has a history of transitions in each phase from business activities for business partners (pre-proposal) to closing or non-contracting of the deal for deals with each attribute. Based on the case history table 200 that stores information, the contract rate is calculated, which is the probability that a case with each attribute that has reached each phase will subsequently reach a contract.

That is, the sales support device 40 calculates a predicted value of the contract closing rate according to the phase and attribute using the history information of the cases that have been concluded or not concluded in the past. By using this, the user can accurately predict the probability that a contract will be concluded in the future for currently ongoing projects that have not yet been concluded or not. In this way, according to the sales support device 40 of the present embodiment, it is possible to accurately estimate the likelihood of a future contract for an ongoing project.

Further, the sales support device 40 of this embodiment calculates the contract rate based on the case history table 200 whose attributes include the type (category) of the business partner and the past contract amount for the business partner. The present inventors have found that in case activities for business partners, the size of the past contract amount has a great influence on the future contract conclusion. As a result, it is possible to more accurately estimate the likelihood of a future contract being concluded for a case currently in progress.

Further, the sales support device 40 of the present embodiment extracts the attributes and phases of the deals from the information of the deals for which neither the contract nor the non-contract is currently determined, calculates the contract rate based on the extracted attributes and phases, and Output the rate to the output device. Thereby, the user can easily know how likely the contract is to be concluded for the case currently in progress.

In addition, the sales support device 40 of the present embodiment calculates the contract amount based on the assumption that all the deals that are currently not determined to be concluded or not are concluded (first contract amount) and the contract amount based on the predicted contract rate. (Second contract amount) is displayed on the screen. Thereby, the user can learn about the difference between the ideal contract amount and the realistic contract amount for the case currently in progress.

Further, the sales support device 40 of the present embodiment calculates the sales amount regarding the item based on the contract rate. Further, the sales support device 40 of this embodiment calculates the amount of profit regarding the case based on the contract rate.

This allows business operators to make future sales plans, business plans, etc.

Although the embodiments of the present invention have been described above, the description of the embodiments is for facilitating understanding of the present invention and is not intended to limit the present invention. The present invention may be modified and improved without departing from its spirit, and the present invention includes equivalents thereof.

For example, the functions of a plurality of information processing devices in this embodiment may be integrated into one information processing device. For example, the sales support device 40 and the data management system 20 may be configured as an integrated device.

Further, in the present embodiment, the sales support device 40 receives data registered in the data management system 20 from the data management system 20, but the sales support device 40 directly receives data registered in the data management system 20 from the user terminal 10. It is also possible to accept input of part or all of the data of the case necessary for calculation. For example, the sales support device 40 may receive input of phase information from the user terminal 10.

Further, the configuration of each functional unit included in the sales support device 40 is an example. For example, one functional section may be provided in another functional section, or a plurality of functional sections may be integrated into one functional section. Furthermore, some of the functional units of the sales support device 40 may be provided in another communicable information processing device.

Furthermore, the method of setting phases described in this embodiment is just an example, and there may be various methods of setting phases from the start of a business activity to the conclusion or failure of a contract.

Furthermore, the attributes (categories, etc.) used to calculate the contract rate described in this embodiment are merely examples, and are not meant to limit the attributes. Other factors that affect closing rates may be considered.

1 Sales support system 10 User terminal 20 Data management system 30 Core system 40 Sales support device

Claims (12)

a storage device that stores project history information, which is information including project attributes and a history of changes in the progress phase of the project from the start of work for the business partner to the conclusion or non-conclusion of the project; ,
A sales support device comprising: a processing device that calculates a closing rate, which is the probability that a deal with a predetermined attribute that has reached a predetermined phase will subsequently conclude a deal, based on the deal history information. The storage device stores the case history information whose attributes include the type of the business partner and a past contract amount for the business partner,
The processing device is configured to determine, based on the case history information, that a case that has reached the predetermined phase and that is related to a combination of a predetermined type of the business partner and a past contract amount for the predetermined business partner will subsequently become a contract. calculate the rate,
The sales support device according to claim 1. The processing device includes:
Obtain information on deals that have not been determined to be concluded or not,
Extract the attributes and current phase of the project from the obtained information on the project, calculate the contract rate for the attribute and phase based on the extracted attributes and phase, and output the calculated contract rate to the output device. Output,
The sales support device according to claim 1. The processing device includes:
Based on the obtained information on the deal, calculate a first deal amount that is the deal amount if the deal is concluded, calculate a second deal amount that is the deal amount based on the calculated deal rate,
outputting information on the calculated first contract amount and second contract amount to the output device;
The sales support device according to claim 3. The sales support device according to claim 1, wherein the processing device calculates a sales amount regarding the case based on the contract rate. The sales support device according to claim 1, wherein the processing device calculates a profit amount regarding the deal based on the contract rate. The information processing device
Stores project history information, which is information including the attributes of the project and the history of changes in the progress phase of the project from the start of work for the business partner to the conclusion or non-conclusion of the project;
A sales support method that calculates a contract completion rate, which is the probability that a project with a predetermined attribute that has reached a predetermined phase will subsequently lead to a contract, based on the project history information. The information processing device
storing the case history information whose attributes include the type of the business partner and the past contract amount for the business partner;
Based on the case history information, calculate a contract closing rate for a case that has reached the predetermined phase and is related to a combination of a predetermined type of the business partner and a past contract amount for the predetermined business partner;
The sales support method according to claim 7. The information processing device
Obtain information on deals that have not been determined to be concluded or not,
Extract the attributes and current phase of the project from the obtained information on the project, calculate the contract rate for the attribute and phase based on the extracted attributes and phase, and output the calculated contract rate to the output device. Output,
The sales support method according to claim 7. The information processing device
Based on the obtained information on the deal, calculate a first deal amount that is the deal amount if the deal is concluded, calculate a second deal amount that is the deal amount based on the calculated deal rate,
outputting information on the calculated first contract amount and second contract amount to the output device;
The sales support method according to claim 9. 8. The sales support method according to claim 7, wherein the information processing device calculates a sales amount regarding the item based on the contract rate. 8. The sales support method according to claim 7, wherein the information processing device calculates a profit amount regarding the deal based on the contract rate.

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