A performance evaluation method and system

Abstract

The application relates to the technical field of CRM systems, and relates to a performance evaluation method and system.The performance evaluation method comprises the following steps: S1, data acquisition, S2, index calculation, S3, result display, and S4, management decision.The application constructs a three-dimensional quantitative index system of process+result+industry characteristics, integrates process-type indexes such as customer follow-up frequency and project stage promotion rate, result-type indexes such as single amount achievement rate, repayment timeliness, and building industry characteristic indexes such as supply chain docking satisfaction and project node compliance rate into a unified evaluation framework, completely changes the limitation that the prior art only focuses on result-type indexes, makes the performance evaluation cover core value links of the whole sales process, and is suitable for the characteristics that the building industry has a long project cycle and multiple departments are linked, the performance evaluation is more comprehensive and objective, and the problem of one-sidedness of indexes in the prior art is solved.

Description

Technical Field

[0001] This invention belongs to the field of CRM system technology, specifically relating to a performance appraisal method and system. Background Technology

[0002] With the deepening development of the industrial internet in the construction industry, sales management, as a core operational link of enterprises, has an increasingly urgent need for refined and quantitative management. CRM systems have become the core carrier for construction companies to integrate customer resources and standardize sales processes. Their applications cover all scenarios such as lead generation, customer maintenance, and order management. Currently, there are several CRM-based sales performance management solutions, such as the published patent "A CRM-based Sales Performance Management System (CN202310567890.X)", which calculates basic performance indicators such as sales revenue and number of completed orders by extracting order data from the CRM. Commercial systems such as Salesforce's sales performance module and Fenxiang Sales CRM's performance statistics function mainly focus on the quantification of result-oriented indicators, requiring manual input of process data such as customer visit records and project progress. Existing technologies have the following shortcomings:

[0003] 1. Quantitative indicators are one-sided and evaluation lacks comprehensiveness: Existing systems mostly focus on outcome-oriented indicators such as sales volume and number of orders, without incorporating process-oriented indicators such as customer follow-up frequency, solution delivery timeliness, and project phase progress rate into the quantitative system. This results in performance evaluations only reflecting the final results and failing to reflect the core value in the sales process, leading to an imbalance in incentives. Sales talents who are excellent in process management but have not closed deals in the short term are underestimated, which in turn affects team enthusiasm.

[0004] 2. Fragmented data across the entire process and lack of closed-loop management: The existing system's performance data is scattered across independent modules such as the customer module, order module, and follow-up module of the CRM. It fails to achieve seamless data integration across the entire process from lead acquisition, customer nurturing, demand matching, solution development, contract signing to payment settlement. As a result, performance accounting can only target a single link or the final result, making it impossible to trace performance bottlenecks at each link, making it difficult to accurately locate optimization points in the sales process, and affecting the scientific nature of management decisions.

[0005] 3. Low level of automation and insufficient data accuracy: The existing system requires manual input of a large amount of process data, which not only increases the extra workload of sales staff, but also easily leads to problems such as data omission, input errors, and untimely updates, resulting in distorted performance data. Performance evaluation and decision-making based on this data lack reliability and cannot provide accurate management support for enterprises.

[0006] 4. Poor industry adaptability and lack of customized design: Existing general-purpose systems do not take into account the special characteristics of sales in the construction industry—long project cycles, the need to coordinate multiple departments such as design, construction, and supply chain, and performance that is significantly affected by project milestone payments. The standardized indicator system does not include core industry indicators such as project milestone achievement rate, cross-departmental collaboration efficiency, timely payment rate, and supply chain connection satisfaction. As a result, the performance evaluation cannot accurately reflect the actual work results of sales in the construction industry, and its adaptability is insufficient. Summary of the Invention

[0007] The purpose of this invention is to provide a performance appraisal method and system that is simple in structure and reasonable in design in order to solve the above problems.

[0008] The present invention achieves the above objectives through the following technical solutions:

[0009] A performance appraisal system, comprising:

[0010] Data Acquisition Layer: Integrates data from multiple modules of the CRM system and external related data to provide a complete data source for quantitative calculations; the data acquisition layer includes a full-process data automation module, which realizes the connection between internal CRM data and external related data.

[0011] Indicator System Layer: Construct a three-dimensional quantitative indicator system for the construction industry that combines "process + result + industry characteristics". The indicator system layer includes a three-dimensional quantitative indicator module for the construction industry, which is used to build a customized indicator system that fully covers the entire sales process.

[0012] Quantitative Calculation Layer: Based on preset rules and weights, it realizes the automated calculation and closed-loop traceability of full-process performance data. The quantitative calculation layer includes a full-process closed-loop quantitative accounting module, which is used to realize the automated calculation and traceability of full-process performance from lead to payment.

[0013] Results Display Layer: This layer presents performance results, trend analysis, and bottleneck warnings through customized dashboards. The results display layer includes a customized performance dashboard module, which provides a multi-role, multi-dimensional visualization of performance results.

[0014] Access control layer: Adapts to the enterprise organizational structure to implement hierarchical authorization control of data access and operation permissions. The access control layer includes a hierarchical authorization control module, which is used to adapt to the enterprise organizational structure and ensure data security and operational compliance.

[0015] Preferably, the end-to-end data automation module includes a lead module, a customer module, a project module, a payment collection module, an order module, and a data cleaning and verification unit.

[0016] Preferably, the data cleaning rules of the data cleaning and verification unit are as follows: preset field integrity verification, logical consistency verification, and outlier filtering; data completion mechanism: for missing non-core data, reasonable estimation is performed through an algorithm model and marked with an "estimated value" label; if core data is missing, a manual data entry reminder is triggered; data storage structure: a distributed database is used to store the collected data, and a data association index is established according to the entire process link of "lead-customer-project-order-payment" to ensure that cross-module linkage query can be performed when tracing data.

[0017] Preferably, the customized indicators include: customer follow-up frequency, project stage progress rate, cross-departmental collaborative response timeliness, order amount achievement rate, timely payment rate, supply chain connection satisfaction, project node fulfillment rate, and configurable indicator units.

[0018] Preferably, the full-process closed-loop quantitative accounting module includes a full-process staged calculation module, a data traceability module, and an anomaly handling module.

[0019] Preferably, the data traceability module has a traceability function, and each performance score can be associated with the original data. It supports drilling down from the total score to each stage, each indicator, and each original data. The anomaly handling module has an anomaly handling function. When the original data is modified, the system automatically triggers the recalculation of the corresponding indicator and the total score, and generates a "score change log".

[0020] A performance appraisal method includes the following steps:

[0021] S1. Data Acquisition: Sales personnel enter work records through the CRM system, and the data acquisition device automatically uploads relevant data. The system captures, cleans, and stores the data in real time.

[0022] S2. Indicator Calculation: The system automatically triggers performance calculation according to a preset cycle, and calculates the total score according to weight and stage division;

[0023] S3. Results Display: After logging into the system, each role can view performance results, indicator completion status and improvement suggestions on their dedicated dashboard;

[0024] S4. Management Decisions: Management uses dashboards to identify performance bottlenecks and optimizes work arrangements by combining data traceability functions.

[0025] The beneficial effects of this invention are as follows:

[0026] 1. This invention constructs a three-dimensional quantitative indicator system of "process + result + industry characteristics," incorporating process-oriented indicators such as customer follow-up frequency and project stage progress rate, result-oriented indicators such as order amount achievement rate and timely payment rate, and construction industry-specific indicators such as supply chain connection satisfaction and project node fulfillment rate into a unified evaluation framework. This completely changes the limitation of existing technologies that only focus on result-oriented indicators, enabling performance evaluation to cover the core value links of the entire sales process while also aligning with the characteristics of long project cycles and multi-departmental collaboration in the construction industry. This results in a more comprehensive and objective performance evaluation, solving the problem of one-sidedness in existing technical indicators.

[0027] 2. This invention addresses the shortcomings of existing technologies, such as fragmented data and lack of closed-loop management. The data acquisition layer of this invention achieves end-to-end linkage of internal and external data within the CRM system through interfaces such as RESTful API and ODBC / JDBC, establishing data association indexes along the "lead-customer-project-order-payment" chain. The quantitative calculation layer adopts a staged calculation model, dividing the sales process into 5 core stages. The performance score of each stage can be drilled back to the original data. This technical design creates a complete closed loop for performance data from collection and calculation to display. Compared to the existing technology's management model of "knowing only the result, not the reason," this significantly improves the accuracy of sales management and provides data support for optimizing processes and resource allocation.

[0028] 3. This invention utilizes a multi-source data automated docking mechanism to capture internal and external data from CRM systems, ERP systems, IoT devices, etc., in real time. It eliminates the need for manual data entry, completely resolving the inefficiencies and errors caused by manual labor in existing technologies. The automated cleaning and verification unit at the data acquisition layer automatically identifies and processes invalid data through rules such as field integrity verification, logical consistency verification, and outlier filtering. It triggers targeted alerts when core data is missing, and non-core data is reasonably estimated using algorithmic models. This reduces the extra workload for sales personnel while ensuring data integrity and authenticity. Compared to the shortcomings of existing technologies, such as "manual calculations are prone to errors and data modifications are not traceable," this invention not only reduces the company's human resource management costs but also provides a reliable data foundation for performance evaluation and decision-making.

[0029] 4. This invention achieves deep industry adaptation through two major technological improvements: First, the indicator system layer is specifically designed with indicators unique to the construction industry, and the calculation logic of indicators such as project phase progress rate and timely payment rate is optimized to address the phased progress and milestone-based payment characteristics of construction projects. Second, the weight allocation mechanism provides a general template for the construction industry, supporting custom weight combinations by department and position to adapt to the performance orientation of different enterprises. This design enables the system to accurately match the business scenarios of sales in the construction industry. Compared with existing general-purpose systems, performance evaluation is more in line with the actual needs of enterprises, improving the system's practicality and implementability, and avoiding the problems of "indicators being out of touch with the industry and distorted evaluation results".

[0030] 5. The results display layer of this invention adopts a multi-role customized dashboard design, providing personalized data displays for sales personnel, department managers, and corporate management: sales personnel can obtain personal performance shortcomings and improvement suggestions, department managers can grasp the overall situation and stage bottlenecks of the team, and management can achieve company-level performance trend analysis and industry benchmarking. The dashboard supports multi-dimensional filtering by time period, project type, etc., and the chart switching and report export functions are convenient. Compared with the shortcomings of existing technologies such as "single display dimensions and lack of decision support", it can meet the management needs of users at different levels. Sales personnel can optimize their work in a targeted manner, and management can quickly make strategic adjustments and resource allocation decisions based on data, so as to achieve the goal of "data-driven sales management" and improve the overall operational efficiency of the enterprise. Attached Figure Description

[0031] Figure 1 This is a system structure block diagram of the present invention;

[0032] Figure 2 This is a flowchart of the method of the present invention. Detailed Implementation

[0033] The present application will now be described in further detail with reference to the accompanying drawings. It should be noted that the following specific embodiments are only used to further illustrate the present application and should not be construed as limiting the scope of protection of the present application. Those skilled in the art can make some non-essential improvements and adjustments to the present application based on the above application content.

[0034] Example: Please refer to Figure 1 A performance appraisal system, comprising:

[0035] Data Acquisition Layer: Integrates data from multiple modules of the CRM system and external related data, providing a complete data source for quantitative calculations; the data acquisition layer includes a full-process data automation module, which realizes the connection between internal CRM data and external related data;

[0036] Implement equipment and connection relationships:

[0037] Internal CRM Data Integration: Through the CRM system's open APIs, such as the Salesforce REST API and the Fenxiang Sales Platform interface, data from native modules such as lead generation, customer, project, order, and payment collection can be captured in real time. The collection frequency supports "real-time / scheduled," with scheduled collection configurable from 5 minutes to 24 hours. The lead generation module includes lead acquisition channels and entry time; the customer module includes customer level, follow-up records, and visit details; the project module includes project stage, solution delivery time, and cross-departmental collaboration records; the payment collection module includes payment amount and payment cycle; and the order module includes contract amount and signing time. An encrypted connection is established between the server and the CRM system.

[0038] External data integration: Connect to ERP and financial systems through standard interfaces, configure scheduled and real-time data collection triggering mechanisms, that is, connect to enterprise ERP, financial, and project management systems through ODBC / JDBC interfaces, and support data access from IoT devices, such as sales staff field attendance devices and project site sign-in devices, to supplement performance-related data in non-CRM systems;

[0039] IoT device interoperability: Real-time data transmission between data acquisition devices and servers is achieved through wireless communication protocols;

[0040] Automated data cleaning and verification unit

[0041] Data cleaning rules: Preset field integrity checks, such as warnings for missing required fields, logical consistency checks, such as logical matching of contract amount and payment amount, and outlier filtering, such as marking and reviewing single transaction amounts that exceed the industry average by 3 times.

[0042] Data completion mechanism: For missing non-core data, reasonable estimates are made through algorithm models and marked with "estimated value". For missing core data, a manual data entry reminder is triggered and pushed through the CRM message center and WeChat / DingTalk.

[0043] Data storage structure: The collected data is stored using a distributed database, and a data association index is established according to the entire process link of "lead-customer-project-order-payment". The index fields are: customer ID, project ID, order ID, and salesperson ID, to ensure that cross-module linkage query can be performed when tracing data.

[0044] Indicator System Layer: Construct a three-dimensional quantitative indicator system for the construction industry that combines "process + result + industry characteristics". The indicator system layer includes a three-dimensional quantitative indicator module for the construction industry, which is used to build a customized indicator system that fully covers the entire sales process.

[0045] Indicator classification and definition:

[0046] Customer follow-up frequency: The number of effective follow-ups to the same customer within a month / quarter. Telephone, visit, and online communication of ≥10 minutes are all counted as effective, which is suitable for the long customer cultivation cycle in the construction industry. Project phase progress rate: Number of completed project phases / Total number of project phases × 100%. The construction industry project phases are divided into demand docking, scheme design, bidding, contract signing, and payment collection, which is in line with the business characteristics of phased progress of construction industry projects.

[0047] Cross-departmental collaboration response time: The average time from when a salesperson initiates a collaboration request to when the relevant department responds. A time of ≤24 hours is considered acceptable, for sales scenarios involving multiple departments in the construction industry.

[0048] Outcome-based indicators:

[0049] Sales conversion rate: Actual sales conversion rate / Target sales conversion rate × 100%, is the core result indicator and retains industry-standard attributes;

[0050] On-time payment rate: On-time payment amount / Amount due × 100%. The construction industry stipulates the payment cycle according to project nodes, which is suitable for the settlement model of payment by nodes in the construction industry.

[0051] Industry-specific indicators:

[0052] Supply chain connection satisfaction: The average rating of suppliers for sales connection efficiency, using a 1-5 point scale, with ≥4 points being excellent, reflecting the strong linkage between sales and supply chain in the construction industry;

[0053] Project milestone fulfillment rate: 100% of the total number of project milestones completed as stipulated in the contract, such as design delivery, sample confirmation, and construction coordination. This is in line with the high project fulfillment requirements of the construction industry.

[0054] Configurable indicator units: Enterprises can add / delete indicators and adjust indicator weights through the system's backend visual interface. The indicator calculation logic can be modified by dragging and dropping from 0-100%. Custom editing of SQL statements is supported to adapt to the performance orientation of different enterprises, such as those focusing on process management or results orientation.

[0055] Quantitative Calculation Layer: Based on preset rules and weights, it realizes the automated calculation and closed-loop traceability of full-process performance data. The quantitative calculation layer includes a full-process closed-loop quantitative accounting module, which is used to realize the automated calculation and traceability of full-process performance from lead to payment.

[0056] Tiered weight allocation mechanism:

[0057] Preset weight template: Provides a general template for the construction industry, namely 40% process indicators + 50% result indicators + 10% industry-specific indicators, and supports enterprises to customize weight combinations by department and position;

[0058] Weight activation rules: After weight configuration, it supports "immediate effect" or "effective after a specified period". The system automatically records weight change logs to ensure that performance accounting is traceable.

[0059] Full-process phased calculation model:

[0060] Phase Division: The sales process is divided into 5 core phases: "Lead Acquisition - Customer Follow-up - Project Progress - Contract Signing - Payment Collection". Each phase corresponds to a specific subset of indicators.

[0061] Calculation logic:

[0062] Stage performance score = Σ (stage indicator score × indicator weight);

[0063] Total performance score = Σ (performance score of each stage × stage weight);

[0064] Indicator Score = Actual Achieved Value / Target Value × 100 (100 points are awarded for exceeding the target, and points are awarded proportionally for failing to meet the target);

[0065] Example: A salesperson's total quarterly performance score = Lead acquisition stage score (15% weight) + Customer follow-up stage score (25% weight) + Project progress stage score (30% weight) + Contract signing stage score (20% weight) + Payment collection stage score (10% weight);

[0066] Data traceability and anomaly handling unit:

[0067] Traceability feature: Each performance score can be linked to the original data, supporting drill-down from the total score to each stage, indicator, and original data;

[0068] Exception handling: When the original data is modified, the system automatically triggers the recalculation of the corresponding indicators and total score, and generates a "score change log";

[0069] Results Display Layer: This layer presents performance results, trend analysis, and bottleneck warnings through customized dashboards. It includes a customized performance dashboard module to provide multi-role and multi-dimensional visualization of performance results.

[0070] Customizable multi-character dashboards:

[0071] Salesperson Dashboard: Displays individual performance score throughout the entire process, completion status of each indicator, difference from target, ranking comparison, and improvement suggestions;

[0072] Department Manager Dashboard: Displays overall department performance, team member rankings, performance bottlenecks at each stage, and trend of goal achievement rate;

[0073] Corporate Management Dashboard: Displays overall company performance, departmental comparisons, core indicator trends, and industry benchmark data;

[0074] Kanban interactive features: Supports data filtering by time period, project type, and customer level; supports chart switching and performance report export;

[0075] Access Control Layer: Adapts to the enterprise's organizational structure to implement hierarchical authorization for data access and operation permissions. The access control layer includes a hierarchical authorization control module to adapt to the enterprise's organizational structure and ensure data security and operational compliance.

[0076] Access control is tiered into three levels: "Super Administrator - Department Administrator - Regular Salesperson". Super Administrators can configure indicator systems, weight templates, and permission assignments; Department Administrators can view all data in their department and export department reports; Regular Salespersons can only view their personal data and modify their supplementary personal data.

[0077] Data isolation: Data from different departments is automatically isolated. Cross-departmental data access requires an application and approval from the super administrator. Approval records are retained for one year.

[0078] Operation Log: Records all key operations of all users. The log includes the operator, operation time, operation content, and IP address. It supports querying and exporting by conditions.

[0079] Please see Figure 2 A performance appraisal method includes the following steps:

[0080] S1. Data Acquisition: The administrator logs into the server backend, enters the data acquisition configuration interface, selects the system to be connected, enters the interface configuration information, configures the data acquisition fields, selects key fields of core modules such as leads, customers, projects, orders, and payments, sets required fields, and starts data cleaning rules, including field integrity verification, logical consistency verification, and outlier filtering. The collected data is partitioned and stored in a distributed database according to the time dimension, and a related index is established to support fast query. Sales personnel enter work records through the CRM system, and the acquisition device automatically uploads relevant data. The system captures, cleans, and stores the data in real time.

[0081] S2. Indicator Calculation: Select a general indicator template for the construction industry, namely process-oriented + result-oriented + industry-specific indicators. It supports adding and deleting custom indicators, adjusting indicator weights and calculation logic, setting indicator permission allocation rules, controlling the visibility of indicators by department or position, configuring weight templates by department or position, and supporting custom adjustment of the weight ratio of each type of indicator. The sales process is divided into five stages: lead acquisition, customer follow-up, project advancement, contract signing, and payment collection. The weights of each stage are configured, and a staged calculation model is deployed. The system achieves automated calculation according to the logic of "indicator score → stage score → total score". Anomaly handling rules are configured so that the corresponding score is automatically recalculated after data modification and a change log is recorded. The system automatically triggers performance calculation according to a preset cycle and calculates the total score according to weight and stage division.

[0082] S3. Results Display: Customize exclusive dashboard content for three roles: sales personnel, department managers, and corporate management. Develop interactive functions such as data filtering, chart switching, and report export. Deploy the dashboard to the server and configure domain names to enable multi-terminal access. After logging into the system, each role can view performance results, indicator completion status, and improvement suggestions on their exclusive dashboard.

[0083] S4. Management Decisions: Create three roles: super administrator, department manager, and ordinary salesperson, assign corresponding operation permissions, configure data isolation rules, restrict data access scope by department or user, enable operation log recording function, retain key operation records, support query and traceability, and allow management to locate performance bottlenecks through dashboards and optimize work arrangements in conjunction with data traceability function.

[0084] The embodiments described above are merely examples of several implementations of the present invention, and while the descriptions are relatively specific and detailed, they should not be construed as limiting the scope of the present invention. It should be noted that those skilled in the art can make various modifications and improvements without departing from the concept of the present invention, and these modifications and improvements all fall within the scope of protection of the present invention.

Claims

1. A performance appraisal system, characterized in that, include: Data Acquisition Layer: Integrates data from multiple modules of the CRM system and external related data to provide a complete data source for quantitative calculations; The data acquisition layer includes a full-process data automation module, which enables internal CRM data integration and external related data integration. Indicator System Layer: Construct a three-dimensional quantitative indicator system for the construction industry that combines "process + result + industry characteristics". The indicator system layer includes a three-dimensional quantitative indicator module for the construction industry, which is used to build a customized indicator system that fully covers the entire sales process. Quantitative Calculation Layer: Based on preset rules and weights, it realizes the automated calculation and closed-loop traceability of full-process performance data. The quantitative calculation layer includes a full-process closed-loop quantitative accounting module, which is used to realize the automated calculation and traceability of full-process performance from lead to payment. Results Display Layer: This layer presents performance results, trend analysis, and bottleneck warnings through customized dashboards. The results display layer includes a customized performance dashboard module, which provides a multi-role, multi-dimensional visualization of performance results. Access control layer: Adapts to the enterprise organizational structure to implement hierarchical authorization control of data access and operation permissions. The access control layer includes a hierarchical authorization control module, which is used to adapt to the enterprise organizational structure and ensure data security and operational compliance.

2. The performance appraisal system according to claim 1, characterized in that: The fully automated data integration module includes a lead module, a customer module, a project module, a payment collection module, an order module, and a data cleaning and verification unit.

3. A performance appraisal system according to claim 2, characterized in that: The data cleaning and verification unit has the following data cleaning rules: preset field integrity verification, logical consistency verification, and outlier filtering; data completion mechanism: for missing non-core data, reasonable estimation is performed through an algorithm model and marked with an "estimated value" label; if core data is missing, a manual data entry reminder is triggered; data storage structure: a distributed database is used to store the collected data, and a data association index is established according to the entire process link of "lead-customer-project-order-payment" to ensure that cross-module linkage queries can be performed when tracing data.

4. The performance appraisal system according to claim 1, characterized in that: The customized metrics include: customer follow-up frequency, project phase progress rate, cross-departmental collaborative response timeliness, order amount achievement rate, timely payment collection rate, supply chain connection satisfaction, project node fulfillment rate, and configurable metric units.

5. A performance appraisal system according to claim 1, characterized in that: The full-process closed-loop quantitative accounting module includes a full-process staged calculation module, a data traceability module, and an anomaly handling module.

6. A performance appraisal system according to claim 5, characterized in that: The data traceability module has a traceability function, and each performance score can be associated with the original data. It supports drilling down from the total score to each stage, each indicator, and each original data. The anomaly handling module has anomaly handling function. When the original data is modified, the system automatically triggers the recalculation of the corresponding indicator and the total score, and generates a "score change log".

7. A performance appraisal method, based on the performance appraisal system of claim 1, characterized in that: This performance appraisal method includes the following steps: S1. Data Acquisition: Sales personnel enter work records through the CRM system, and the data acquisition device automatically uploads relevant data. The system captures, cleans, and stores the data in real time. S2. Indicator Calculation: The system automatically triggers performance calculation according to a preset cycle, and calculates the total score according to weight and stage division; S3. Results Display: After logging into the system, each role can view performance results, indicator completion status and improvement suggestions on their dedicated dashboard; S4. Management Decisions: Management uses dashboards to identify performance bottlenecks and optimizes work arrangements by combining data traceability functions.

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