Method and apparatus for network-based sales force management

Abstract

A method and apparatus for network-based sales force automation are provided that meet objectives of increasing sales and marketing efficiency and efficiency of technical and customer support by providing multi-dimensional displays of transactional information to users. Transactional information of deals, contacts, accounts, and leads is provided over the Internet using a Web browser. The information of related transactions is electronically linked, and the transactional information is electronically searchable using custom profiles. The transactional information is accessed and shared among host organization members according to a hierarchy and predefined territories. A Radar Screen Opportunity Display (RSOD) may be selected on which deal objects are displayed that represent the stages in a sales pipeline of corresponding deals. New business information may be selected, wherein automatic notification is provided of new information and changed information relating to transactions, wherein the new business information comprises information on at least one monitored customer Web site. A communication capability is provided that comprises electronic mail, facsimile, telephones, and paging devices, wherein communication is automatically established using transactional information.

Description

RELATED APPLICATIONS [0001] The present application claims benefit of PCT Application No.: US99 / 19766 filed Aug. 27, 1999, which claims benefit of U.S. patent application No. 08 / 884,113 filed Jun. 27, 1997 and U.S. Provisional Patent Application No. 60 / 098,194 filed Aug. 29, 1998.FIELD OF THE INVENTION [0002] The invention relates to the field of managing sales force information. In particular, the invention relates to a method of providing transactional data over a network to sales force members. BACKGROUND OF THE INVENTION [0003] In order to facilitate accurate decision making, it is desirable to be able to consider a maximum amount of available information in formulating a decision. Maximizing the amount of available information, however, ofter increases the difficulty of the decision making process, thereby reducing the accuracy of the corresponding decision. This is because the amount of information to be presented, assimilated, and considered in the making of business decision...

AI Technical Summary

Problems solved by technology

Maximizing the amount of available information, however, ofter increases the difficulty of the decision making process, thereby reducing the accuracy of the corresponding decision.

Furthermore, the decision maker may not have the training or experience to correctly analyze the information.

Again, however, information presented in graphs and charts can be difficult for the decision maker to assimilate, particularly when information relevant to one event must be compared with information relevant to other events.

It becomes extremely difficult to display historical data concurrently with current data in the same format on the same display using traditional graphs and charts.

One reason for this difficulty is the limited space available on typical charts and graphs.

Another problem faced by many organizations in the current information age is that large amounts of information are frequently available regarding business transactions.

However, as the members of the organization are mobile, particularly in a sales organization, it becomes problematic to get such large amounts of information into the hands of the individuals that need to act on the information.

Furthermore, it becomes difficult to provide for communication among members of the organization, communication that improves the effectiveness of the organization and the personnel.

It is equally as difficult to provide for communication among members of the organization and clients of the organization, something upon which survival of the organization may depend.

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