KR102350682B1 - Management system of salesmen using prediction apparatus for sales record and management method thereof - Google Patents

Abstract

The present invention relates to a salesperson management system and management method to which a sales performance prediction means is applied, and more particularly, to a salesperson who sells a smart phone in the process of attracting customers into data, and changes in each data It relates to a salesperson management system and management method to which a sales performance prediction means that can accurately predict smartphone sales performance based on trends is applied.
According to the present invention, a salesperson who sells a smartphone at an agency or individual store accurately grasps and dataizes the contents of sales activities with customers in direct contact with the salesperson, Accurate and fair evaluation is possible by accurately predicting sales performance that is affected by the interaction of salespeople, etc.

Description

MANAGEMENT SYSTEM OF SALESMEN USING PREDICTION APPARATUS FOR SALES RECORD AND MANAGEMENT METHOD THEREOF

The present invention relates to a salesperson management system and management method to which a sales performance prediction means is applied, and more particularly, to a salesperson who sells a smart phone in the process of attracting customers into data, and changes in each data It relates to a salesperson management system and management method to which a sales performance prediction means that can accurately predict smartphone sales performance based on trends is applied.

In general, a smart phone is a mobile communication terminal that uses a wireless communication service using a mobile communication network. In recent years, in order to diversify multimedia content services and to stably use these services, the hardware specifications of smartphones are continuously evolving. Therefore, even if the range of increase and decrease of users using the wireless communication service varies within a certain level, the desire to purchase a newly released high-spec smart phone is increasing.

However, a store that sells smartphones manages information related to inventory or sales of smartphones in the same way as before. That is, it is common to use a specific program, such as an Excel program, to manage inventory of stocked smartphones and to manage sales information in the existing stores.

However, in order to manage smartphone inventory and sales information in the existing method, there is an inconvenience in that the seller needs to know how to use a specific program such as Excel.

In addition, when a plurality of smartphone sellers are working in a store, each seller uses a different computer to input and manage information according to their own sales performance, and then collects them when the business is finished It is common to rewrite inventory and sales information. Therefore, there is a problem in that it is impossible to check the smartphone inventory and sales information of the store in real time, and accordingly, the seller cannot respond in real time.

In addition, for business operators who operate multiple stores, even if the same specific program is used at each store, the information received by fax or e-mail from each store may be different because the smartphone inventory and sales information are different and the input information may be different for each store. It has the disadvantage that it may take a lot of time to integrate.

In addition, when the inventory management program and the sales information management program are heterogeneous programs that do not interlock with each other, there is an inconvenience in that it is necessary to input not only sales information according to smartphone sales but also inventory information.

In order to solve this inconvenience, a technology for managing data of smartphone sellers and buyers by developing an integrated system has been disclosed.

1 is a block diagram showing the configuration of a smartphone sales management system according to the prior art, and FIG. 2 is a block diagram showing the configuration of the sales management server of FIG. 1 in detail.

As shown, the smartphone sales management system includes a sales management server 10 , a database 40 , store computers 50 , 50a , 50b installed in a store, and a sales management server 10 and store computers 50 , It is configured to include a communication network 50 that connects 50a and 50b to communication.

Here, the communication network 50 refers to a communication network of a wired or wireless type that connects the sales management server 10 and the store computers 50, 50a, and 50b so that data communication can be performed with each other. Also, the communication network 50 may be designed as a public network capable of communication connection using any communication device or a private network capable of communication connection using a communication device inside a specific organization.

The sales management server 10 communicates with the store computers 50 , 50a , and 50b to transmit and receive information for managing the store's smartphone sales. Specifically, the sales management server 10 provides a web page for inputting information for smart phone sales management of each store and input result information to the store computers 50 , 50a , 50b communicatively connected through the web page. . In addition, the sales management server 10 provides the smart phone sales management information of the store to the corresponding store computers 50, 50a, 50b according to the request of the store computers 50, 50a, 50b.

The database 40 controls the sales management server 10 itself or according to the control of the sales management server 10 according to the request of the store computers 50, 50a, 50b, the sales management server 10 according to the control of the store. Store and manage smartphone sales management information.

Here, the smartphone sales management information includes total sales status information of the smartphone, customized consulting information, inventory information, sales performance information, business plan information, accounting information, customer service information, manager area information, and the like. Here, the manager area information includes personnel/attendance information, system management information, and CEO management information.

The store computers 50 , 50a , 50b access the sales management server 10 to receive and display a web page for inputting the store's smart phone sales management information. In addition, the store computers 50, 50a, and 50b input information for smart phone sales management through the displayed web page, input result information according to the smart phone sales, and request to be stored in the web page. Store computers 50, 50a, 50b may be installed in different stores and configured to input and receive information for smartphone sales management of each store, or may be installed together in the same store to use each identification information It can also be configured to connect to the sales management server 10 .

The sales management server 10 includes a control unit 11, a communication unit 12, a member management unit 13, a custom consulting unit 13.5, an inventory management unit 14, a sales performance management unit 15, a business plan management unit 16 , an account management unit 17 , a customer service management unit 18 , a manager area management unit 19 , and a database 40 .

In such a prior art system, without using a specific program such as Excel or knowing how to use it, a sales employee can easily enter inventory and sales information of a smartphone at a store through a web page provided online through the web, and can manage In addition, since the store's smartphone inventory and sales information is entered and updated online, sales staff and managers can access the sales management server 10 from anywhere to check the store's smartphone inventory and sales status in real time. Accordingly, it is possible to quickly proceed with a response.

Usually, in recognizing the activities of smartphone salespersons, managers do not recognize the characteristics and know-how of salespersons as they manage sales activities based on sales information and operating expenses acquired through business diaries and sales reports (meetings). It is not possible to judge the efficiency of sales resulting from this. For example, the method of sales activity is determined by the contents of the sales, the characteristics of the salesperson, the business environment, and the like.

KR 10-2013-0013408 A KR 10-1603977 B1

The present invention for solving the above problems is the contents of sales activities while contacting prospective customers who are likely to become customers in the future in various ways in addition to sales activities for existing customers in addition to sales activities for existing customers. The purpose of this is to provide a salesperson management system and management method to which a sales performance forecasting means is applied to identify, analyze, and predict future performance of salespersons based on this.

In addition, a salesperson management system that predicts and calculates the future performance of the salesperson and applies a sales performance forecasting means that allows the salesperson to readjust the place of work, salaries, products sold, etc. based on the calculated future performance; and The purpose is to provide management methods.

The present invention, devised to solve the above problems, is a salesperson management system that enables a salesperson who sells a smartphone to predict future smartphone sales performance by identifying actions that occur in the process of attracting customers. It provides an interface for exchanging data by being connected to the employee terminal 200 used by the salesperson and the manager terminal 300 used by the manager who manages the work for the salesperson, and the employee terminal 200 ) and a web server 102 for transmitting and installing a salesperson management program through the Internet 600 to the manager terminal 300; an information collection unit 104 for collecting information on contact activities between the salesperson and the customer from the communication company 400 and the SNS system 500 used by the salesperson; a performance evaluation unit 106 that evaluates the salesperson based on the past performance data of the salesperson, and predicts and evaluates future performance based on the contents of current business activities; an employee management unit (108) for re-adjusting working conditions of the salesperson based on the results of the salesperson's past performance and future expected performance; a manpower information DB 110 for storing information on sales personnel registered in the management system; a customer information DB 112 for storing information on customers managed by the salesperson; a performance information DB (114) for storing information on the past performance of the salesperson and a predicted value for future performance predicted from the salesperson's business activities; and a contact activity information DB (116) for storing information on the details of sales activities performed by the salesperson while in contact with their customers.

The information collected by the information collection unit 104 from the communication company 400 is any one or more of a call record between the salesperson and the customer, a text message transmission/reception record, and a schedule sharing record, and the information collection unit 104 It is characterized in that the information collected from the SNS system 500 is at least one of message transmission/reception, post registration, and mutual communication message.

The performance evaluation unit 106 confirms the data on the past performance of the salesperson, evaluates the details of the sales activity for the prospective customer by combining the contact activity data with the customer, and uses the evaluation result to It is characterized in that the forecast value of future sales performance of the salesperson is calculated.

The performance evaluation unit 106 is characterized in that it is calculated by giving a relatively higher or lower weight to at least some of the contact activity information of the salesperson collected by the information collecting unit 104 .

The performance evaluation unit 106 is based on any one or more of information among the number of times the salesperson made a direct call with the customer, the number of text messages exchanged, the number of times the customer actually visited the store, and the number of face-to-face contact with the customer. Calculate the performance, calculate the increase/decrease ratio by comparing the amount of sales activity in the past specific period of the salesperson with the amount of the current sales activity It is characterized by calculating.

A salesperson management method using a salesperson management system that enables a salesperson who sells a smartphone to predict future smartphone sales performance by identifying actions that occur in the process of attracting customers. a first step of transmitting and installing a salesperson management program to the employee terminal 200 and the manager terminal 300 through (600); The information collection unit 104 collects customer information from registered salespeople, classifies and stores information of existing customers and prospective customers by salesperson, and sales of salespeople and customers from the telecommunication company 400 and SNS system 500 a second step of collecting contact activity information for the activity and storing it in the contact activity information DB 116; a third step in which the performance appraisal unit 106 calculates by combining the past performance of the salesperson and the contact activity with the current prospective customer; The performance evaluation unit 106 checks the data on the past performance of the salesperson, combines the contact activity data with the customer to evaluate the details of the sales activity for the prospective customer, and uses the evaluation result to and a fourth step of calculating a future sales performance forecast of the salesperson.

The information collected by the information collection unit 104 from the communication company 400 is any one or more of a call record between the salesperson and the customer, a text message transmission/reception record, and a schedule sharing record, and the information collection unit 104 It is characterized in that the information collected from the SNS system 500 is at least one of message transmission/reception, post registration, and mutual communication message.

In the fourth step, the performance evaluation unit 106 assigns a relatively higher or lower weight to at least some of the contact activity information of the salesperson collected by the information collection unit 104 and calculates it do it with

The performance evaluation unit 106 is based on any one or more of information among the number of times the salesperson made a direct call with the customer, the number of text messages exchanged, the number of times the customer actually visited the store, and the number of face-to-face contact with the customer. Calculate the performance, calculate the increase/decrease ratio by comparing the amount of sales activity in the past specific period of the salesperson with the amount of the current sales activity It is characterized by calculating.

The performance evaluation unit 106 combines the sales performance trend of each salesperson and the salesperson information of the salesperson who worked together when each sales performance was recorded, and the sales performance that changes according to the relationship with other salespeople It is characterized by predicting.

The performance evaluation unit 106 confirms sales performance information of other salespersons in the area where the salesperson worked, and data on the sales performance of the entire specific sales area and the sales performance of all other salespersons working in that area It is characterized in that the performance of the salesperson is evaluated by reflecting together.

According to the present invention, a salesperson who sells a smartphone at an agency or individual store accurately grasps and dataizes the contents of sales activities with customers in direct contact with the salesperson, Accurate and fair evaluation is possible by accurately predicting sales performance affected by the interaction of salespeople, etc.

1 is a block diagram showing the configuration of a smartphone sales management system according to the prior art.
FIG. 2 is a block diagram showing the configuration of the sales management server of FIG. 1 in detail;
3 is a block diagram showing components according to an embodiment of the present invention;
4 is a conceptual diagram illustrating types of data input to a sales performance prediction means.
Fig. 5 is a block diagram showing the configuration of a management system;
6 is a flowchart illustrating a process of predicting performance and relocating a salesperson using the management system of the present invention.

Hereinafter, "a salesperson management system and management method to which a sales performance prediction means is applied" according to an embodiment of the present invention will be described with reference to the drawings.

Fig. 3 is a block diagram showing components according to an embodiment of the present invention, Fig. 4 is a conceptual diagram showing the types of data input to the sales performance prediction means, Fig. 5 is a block diagram showing the configuration of a management system, and Fig. 6 is this view It is a flowchart showing the process of forecasting the performance of salespersons and relocating personnel using the management system of the invention.

As shown in FIG. 3, the "sales employee management system to which the sales performance prediction means is applied" (hereinafter referred to as the 'management system') for implementing the present invention is an employee terminal 200 through the Internet 600, etc. It is connected to various terminals and service systems, collects and analyzes data on sales activity of salespersons, and adjusts work patterns based on the analyzed results, etc. The management system 100 is a smart phone vendor It can be linked with a comprehensive management program that manages performance, performance, sales products, etc. In some cases, it can be manufactured in an outsourced form to manage multiple smartphone vendors, and it can be tailored to the information of each vendor. The catalog interface and the like may be modified.

The employee terminal 200 and the manager terminal 300 refer to devices used by the salesperson and the manager, respectively.

In the present invention, "salesperson" means a salesperson who works at a store to sell smartphones, and is divided into the case of belonging to each store and the case of being dispatched to each store while belonging to a manpower dispatching company and working can be The "manager" may be a store owner or a manager who manages the store when the salesperson belongs to the store. And if the salesperson belongs to a labor dispatching company, the dispatching company will be the manager.

The manager uses the manager terminal 300 to check and evaluate the time and attendance information of the salesperson to be managed, and transmits data on the evaluation result, etc. to the management system 100 through the Internet 600 .

The management system 100 is composed of a PC or a server installed in a store or dispatch company, and the employee terminal 200 and the manager terminal 300 are mobile terminals such as smartphones used by salespeople or managers in addition to PCs or laptops. can Typically, by installing a management program on a smart phone personally used by a salesperson or manager, it will be used as the employee terminal 200 or the manager terminal 300 .

The communication company 400 refers to a system of a company that provides mobile communication services for the employee terminal 200 , the manager terminal 300 , and the terminal used by the customer (not shown). In the present invention, information on sales activities performed by the salesperson in contact with the customer is collected and utilized. The management system 100 collects such communication records from the communication company 400 under the consent of the salesperson and the customer, and uses it for evaluation of the salesperson.

The SNS system 500 refers to a system for managing a social network service used by a salesperson or customer. Typical examples include Kakao Talk, Facebook, Twitter, and Instagram. All possible types of network services can be included here. In such an SNS service, the user's activity history may be downloaded or provided to others according to the user's consent. The management system 100 collects data that has been exchanged and contacted with each other using the SNS service with the consent of the salesperson and the customer. By analyzing the collected data, it is possible to quantitatively determine how often a specific salesperson engaged in sales activities while contacting existing and prospective customers.

The management system 100 stores both the information stored in the employee terminal 200 and the information collected from the communication company 400 and the SNS system 500, and analyzes the activity history between the specific salesperson and the specific customer. And among the activity details, not only direct activities related to smartphone sales, but also private activities performed to enhance the bond with customers are used to calculate expected results. To this end, texts included in communication activities (text messages, KakaoTalk messages, SNS posts, etc.) between salespersons and customers are extracted, and data mining techniques are applied to understand the contents. In addition, it is checked whether direct activities related to the sale of smartphones, for example, text messages, contain words related to the sale of smartphones, such as "smartphone, smartphone, device change, carrier change, etc." This message can also be found in posts left by salespeople or customers on bulletin boards for SNS services.

In addition, in addition to the words directly related to smartphone sales as exemplified above, messages or posts containing words that can reveal personal friendship between the salesperson and the customer are collected and analyzed, and the close contact between the salesperson and the customer is analyzed. can be qualitatively analyzed.

The management system 100 collects data on the past performance of a specific salesperson and uses it as basic data. In addition, data on prospective customers who are likely to become future customers are registered and used as a basis for performance forecasting. As for the prospective customer, the individual salesperson registers it in the management system 100 through the employee terminal 200 . Prospective customers include customers with whom the salesperson has sold or contacted for sale in the past, as well as customers who have come to know personally and register for future sales. The management system 100 manages registration data for prospective customers for each salesperson.

And the management system 100 collects and stores the sales activities that the salesperson did in order to contact the existing customers and prospective customers, and stores the contact details of the customer into data. Customer contact history data becomes the first basic data for predicting future performance.

In particular, customers who have a personal relationship with salespeople, that is, 'acquaintances', can be more likely to be sold through more active management. In the present invention, when a salesperson inputs information about his/her acquaintance, it is stored in the customer information DB 112 and used as data for future promotional activities.

When the salesperson inputs information about his/her acquaintance into the customer information DB 112, he/she inputs the relationship with the acquaintance and information that can prove it. Information input according to the type of acquaintance may be configured as follows.

Kinds input information checking way family relation Attach family relationship certificate
Access to Electronic Family Relations Registration System school seniors School name Graduation certificate attached
Access to information retrieval system for each school friend flow mode Salesperson enters information Colleague job title, position Attachment of employment certificate and career certificate
Access to the workplace employee information provision system

Family relationships can be checked through the family relationship certificate submitted by the salesperson, and if necessary, information can be checked by accessing the family relationship registration system of the e-government system. In order to access the family relationship registration system, consent from the salesperson and acquaintances to view personal information will be required.

In the case of acquaintances who are seniors or juniors at the school, they must attach a certificate of graduation or admission, etc., and using the attached certificate, you can check the graduates or current students on the website of each school. In this case, too, consent to access personal information is required from the person to be checked.

In the case of a friend, there may be various forms, such as the time when they met, a friend they know together, and the motive for having the meeting. The salesperson may directly input the information of the friend, and may go through a procedure of directly confirming the friend using the information about the friend input by the salesperson.

In the case of co-workers, it is easy to check whether the acquaintance is a co-worker by having the salesperson input their name, job title, and position, and attaching a certificate of employment or experience to prove this. In addition, if necessary, you may be able to check whether you are currently employed on the website of the workplace or check with the person in charge of human resources at the workplace.

In addition, in the case of acquaintances such as family and friends, there are many cases where they are connected through various SNS. You may be able to confirm that you are an acquaintance by visiting the SNS of the acquaintance entered by the salesperson and checking the communication with the acquaintance.

As such, when the salesperson inputs that they are their acquaintances, the management system 100 provides a service differentiated from other prospective customers for the stored acquaintances. The management system 100 may provide information on a special promotion service to stored acquaintances, and present a discount rate larger than the discount rate offered to general customers. You can also organize events that sell the latest products faster or offer more freebies.

In addition, when an acquaintance input by a salesperson makes an actual purchase or when an acquaintance makes a repurchase, the service may be provided in a way such as by increasing the price discount range compared to general customers or prospective customers.

In addition, the management system 100 stores data on the performance of the region where the salesperson works, and data on other personnel of the store where the salesperson works together. The performance data of the region where the salesperson works is used to reflect the characteristics of the working area in addition to the difference in performance caused by the individual competency of the salesperson. In addition, data on the store's workforce is also used to confirm and predict which salespersons can perform more when they work with them.

The management system 100 predicts sales performance by using such basic data, and determines working conditions such as the working type, working area, and annual salary of the salesperson by using the predicted result value.

As shown in FIG. 5 , the management system 100 includes a web server 102 , an information collection unit 104 , a performance evaluation unit 106 , and an employee management unit 108 .

The web server 102 provides an interface for system use to the employee terminal 200 and the manager terminal 300 accessing the management system 100 . Through the web server 102, salespersons and managers can transmit and register various types of information, and can connect to the communication company 400 and the SNS system 500 using the protocol installed in the web server 102.

The information collection unit 104 collects information on contact activities between the salesperson and the customer from the communication company 400 and the SNS system 500 used by the salesperson. The information collection activity of the information collection unit 104 is conditional on the customer's explicit consent. The information collection unit 104 collects information on the activity details in the range that can be disclosed from the communication company 400 and the SNS system 500 . As described above, the information collection unit 104 collects call history between the salesperson and the customer, message transmission and reception history, schedule sharing history, SNS postings, and the like. For the protection of personal information, it may be possible to delete specific content of calls or text messages or post content, and limit the collection of only quantitative information such as the number of calls, duration of calls, records of incoming and outgoing text messages, and the number of postings.

The performance evaluation unit 106 serves to evaluate the salesperson based on the salesperson's past performance data, and to predict and evaluate future performance based on the contents of the current business activity.

The employee management unit 108 sets working conditions, such as a working store, annual salary, and the like, based on the results of the past and future performance of the salesperson.

The manpower information DB 110 stores information about the salesperson registered in the management system 100 . The information about the salesperson includes the salesperson's personal information, the store they work in, and other special matters.

The customer information DB 112 stores information about customers managed by the salesperson. By storing information about salespersons and customers in correspondence with each other, accurate and prompt management is possible.

The performance information DB 114 stores information on the past performance of each salesperson. Future performance predicted from the sales activity of the salesperson may be stored in the performance information DB (114).

The contact activity information DB 116 stores information about the sales person's sales activity while in contact with his or her customer.

The process of evaluating the past performance of the smart phone salesperson and predicting the future performance using the management system 100 having such a configuration will be described in detail.

First, the management system 100 of the present invention installs and executes the salesperson management program in the employee terminal 200 and the manager terminal 300. (S102) The web server 102 connects the employee terminal through the Internet 600 (200) and transmits the program to the manager terminal (300). A salesperson management program can be registered by a person registered as a salesperson and an administrator at a smartphone sales company while inputting their information, and only the registered user can execute the program and access the management system 100 .

The salesperson management program provides a page for entering and modifying salesperson's personal information, a page for entering customer information, and a page for entering smartphone sales results. In addition, it is basically equipped with a function to show the sales performance of smartphones for each salesperson in numerical or graph form. The manager can intuitively check the sales performance for each salesperson, and can check the sales region, sales time, smartphone model, and telecommunication company separately.

In the case of smartphones, individual carriers can store differentiated data for each user who subscribes to their carrier. In addition, the inventory of smartphones supplied so that each smartphone sales store can use its own communication service is checked. Telecommunication companies can adjust the supply of smartphone models differently according to policy changes, such as paying additional subsidies to promote sales when new products are released. .

The information collection unit 104 collects customer information from registered salespersons, classifies and stores information of existing customers and prospective customers for each salesperson. (S104)

And the information collection unit 104 of the management system 100 collects contact activity information for the sales activity of the salesperson and the customer from the communication company 400 and the SNS system 500. (S106) The collected activity information is contact It is stored in the activity information DB (116).

The performance evaluation unit 106 gives weight to the contact activity information collected for the prospective customer, excluding the past performance information for the existing customer from among the collected information. (S108) The weight is the sales performance among each contact activity. Differentiation is achieved by giving a relatively larger weight to elements that are likely to follow and a smaller weight to elements that are not.

Factors that can and do not give a significant weight may vary depending on the past performance of the salesperson or the characteristics of the customer. For example, an activity such as a salesperson talking directly with a customer and an activity such as sending a text message or DM are given a higher weight because the relationship or intimacy with the customer can be estimated. However, indirect contact activities such as posting a post on a customer's SNS page can be evaluated by lowering the weight. Therefore, it is possible to more accurately calculate expected performance by evaluating activities that are more likely to lead to smartphone sales.

The performance appraisal unit 106 calculates by combining the salesperson's past performance and the current contact activity with the prospective customer. It is desirable to use it as a basis for calculating expected performance. In particular, if a salesperson shared SNS services with customers in the past, it is possible to increase the reliability of the expected results according to the contact activity of a specific salesperson by checking whether the result led to a sales action.

In this way, the performance appraisal unit 106 may combine the weighted contact activity data and the salesperson's past performance data to quantify the sales activity details for the prospective customer. (S112) Performance The evaluation of the business activity details made by the evaluation unit 106 is calculated before converting the expected performance into a numerical value, and for example, it means evaluating the salesperson in several grades, such as "excellent, average, poor". The number of these evaluation grades may vary according to the manager's choice.

The performance evaluation unit 106 digitizes and calculates the expected sales performance of a specific salesperson after evaluating the sales activity details. . Through this, it is possible to estimate the sales quantity of a specific smartphone model of a specific telecommunication company, and efficiently distribute the telecommunication company or smartphone model to each salesperson.

The performance evaluation unit 106 predicts performance based on information such as the number of times the salesperson made a direct call with the customer, the number of times a text message was exchanged, the number of times the customer actually visited the store, and the number of face-to-face contact with the customer . In the case of the number of customer visits to the store, the customer's terminal can be calculated based on the record of access to the wireless AP installed in the smartphone store. Since the number of visits to a customer's store and the expected future smartphone sales are proportional, it is calculated so that if the number of visits is high, the expected performance will also increase.

The performance evaluation unit 106 bases the information on the past contact activities of the salesperson A at a specific time and the sales performance recorded by the salesperson A at the same time. Then, based on past performance, we compare the sales activity (contact activities with customers) currently performed by the salesperson, and confirm the increase or decrease of the sales activity. The most basic method is to calculate an increase/decrease ratio by comparing the amount of business activity in the past with the amount of current business activity, and multiply this by the sales performance for a specific period in the past to calculate future performance.

As described above, among the individual contact activities, the high-weighted activity is calculated higher, and the low-weighted activity is reduced in impact on the expected performance, so that a more accurate prediction is made.

In addition, it is possible to combine the sales performance trends of each salesperson and the salespeople who worked together when recording each sales performance, and predict and reflect the sales performance that changes according to the relationship with other salespeople. will be.

In addition, by combining information about the regions in which the salesperson worked, it is possible to determine the region with the highest sales performance. In addition, it is possible to check the sales performance information of other salespersons in the area where the salesperson worked, and reflect the amount of change in sales performance determined by the characteristics of the working area, not the result value according to the salesperson's personal competency. In other words, if a specific salesperson worked in area B, sales performance improved by 20% compared to the past, and if the performance of most other salespersons working in the same area improved by 30%, then the sales performance improved by 20%. It can be seen that the salesperson's performance is rather poor. In order to reflect this content, data on the sales performance of the entire specific sales region and the sales performance of all other salespeople working in that region are also reflected.

Then, the employee management unit 108 performs a manpower relocation procedure, such as changing the salesperson's work location, based on the results of the salesperson's past performance and expected performance. (S116)

In this way, the management system 100 can predict the smart phone sales volume expected in the future from the activity details of the smart phone salesperson for contact with the customer relatively accurately, and using this, an efficient redeployment of the salesperson can be performed. can do.

Although preferred embodiments of the present invention have been described above with reference to the accompanying drawings, the technical configuration of the present invention may be different specific forms for those skilled in the art to which the present invention pertains without changing the technical spirit or essential features of the present invention. It will be understood that it can be implemented as Therefore, the embodiments described above are to be understood as illustrative and not restrictive in all respects, and the scope of the present invention is indicated by the following claims rather than the above detailed description, the meaning and scope of the claims and All changes or modifications derived from the concept of equivalents thereof should be construed as being included in the scope of the present invention.

100: management system 102: web server
104: information collection unit 106: performance evaluation unit
108: employee management department 110: manpower information DB
112: customer information DB 114: performance information DB
116: contact activity DB 200: employee terminal
300: manager terminal 400: telecommunication company
500: SNS system 600: Internet

Claims (11)

As a salesperson management system that enables salespersons who sell smartphones to predict future smartphone sales performance by identifying actions that occur in the process of attracting customers,
It provides an interface for exchanging data by being connected to the employee terminal 200 used by the salesperson and the manager terminal 300 used by the manager who manages the work details for the salesperson, and the employee terminal ( 200) and a web server 102 for transmitting and installing a salesperson management program through the Internet 600 to the manager terminal 300;
Information on contact activities between the salesperson and the customer from the communication company 400 and the SNS system 500 used by the salesperson, that is, the call record, text message transmission/reception record, and schedule sharing between the salesperson and the customer an information collection unit 104 for collecting records, message transmission and reception, post registration, and mutual communication messages;
a performance evaluation unit (106) for evaluating the salesperson based on the past performance data of the salesperson and predicting and evaluating future performance based on the contents of current business activities;
an employee management unit (108) for re-adjusting working conditions of the salesperson based on the results of the salesperson's past performance and future expected performance;
a manpower information DB 110 for storing information on sales personnel registered in the management system;
a customer information DB 112 for storing information on customers managed by the salesperson;
a performance information DB (114) for storing information on the past performance of the salesperson and a predicted value for future performance predicted from the salesperson's business activities;
and a contact activity information DB (116) for storing information on the details of sales activities performed by the salesperson while in contact with their customers;
The information collection unit 104 extracts texts included in text messages, Kakao Talk messages, and SNS posts between the salesperson and the customer, and applies a data mining technique to grasp the contents, but "smartphone, smartphone, Check whether any one of the words "change of device, change of telecommunication company" is included so that it can be used for calculating the expected performance of the salesperson,
The performance evaluation unit 106 is
The sales performance trends by customer, telecommunication company, and smartphone model of each salesperson were combined with the salespeople who worked together when each sales performance was recorded, and the relationship with other salespeople in the store where they worked together By checking the sales performance that changes according to the
Check the sales performance information of other salespeople in the area where the salesperson worked, and reflect the sales performance of the entire specific sales area and the sales performance of all other salespeople working in that area to provide the salesperson with the information. However, if the rate of improvement in the sales performance of a specific salesperson is lower than that of all other salespeople working in the same area, the sales performance of the specific salesperson is determined to be low;
Check the data on the salesperson's past performance, evaluate the sales activity details for the prospective customer by combining the contact activity data with the customer, and use the evaluation result to predict the salesperson's future sales performance to calculate,
It is calculated by giving a relatively higher or lower weight to at least some of the contact activity information of the salesperson collected by the information collection unit 104,
Calculating the performance based on the information on the number of times the salesperson made direct phone calls with the customer, the number of times they exchanged text messages, the number of times the customer actually visited the store, and the number of face-to-face contact with the customer;
Comparing the amount of the sales activity of the salesperson in the past specific period with the amount of the current sales activity to calculate the increase/decrease ratio, and multiply the increase/decrease ratio by the sales performance for the specific period in the past to calculate the future performance A salesperson management system to which sales performance forecasting means are applied. delete delete delete delete delete delete delete delete delete delete

Images