Operation progress evaluation system, trained model for operation progress evaluation system, and operation progress evaluation program

Abstract

To evaluate the progress of operation from a daily report or other reports, in accordance with an industry type or a case of the operation.SOLUTION: An operation progress evaluation system 1 includes: an order reception answer input unit 601 for inputting an answer to a question formed based on multiple viewpoints related or assumed to be related to order reception, the question being issued to a person who has better operation performance out of sales representatives J of a company C; an evaluation model generation unit 603 which generates, by machine learning, an evaluation model configured to receive an input of answer information, as training data, and output an evaluation on a degree of progress of operation; a report content input unit 605 for inputting the content of reports from the sales representatives J; a progress evaluation unit 606 which evaluates the degree of progress of operation on the basis of the input content of the reports, using the generated evaluation model; and a progress evaluation output unit 607 which outputs the evaluation.SELECTED DRAWING: Figure 6

Description

[Technical field]

[0001] The present invention relates to a sales progress evaluation technique that enables a sales progress in a company or the like to be properly understood from a daily report or the like, and based on this, for example, a manager can give proper advice to a sales representative, thereby increasing the possibility of receiving an order and avoiding losing an order. In particular, the present invention relates to a sales evaluation technique that realizes a progress evaluation suited to the type of business and the sales case. [Background technology]

[0002] Traditionally, in trading companies, salespeople would report their sales results to their superiors (managerials) in the form of daily reports, and the superiors would then use these reports to grasp the progress of sales negotiations, provide necessary advice and instructions, and provide guidance. They would then review the progress as appropriate and determine the likelihood of achieving the goals.

[0003] However, the advice, instructions, guidance, and various judgments of superiors are basically based on the reports of the sales representatives, so there was a problem that the subjective opinions of the sales representatives were easily reflected. For example, at the end of the term, sales representatives tend to overstate the stage, saying, "I think we're just one step away from getting the order," and superiors were unable to grasp the exact stage or status, resulting in problems with deals not being concluded. Some managers are aware of the tendencies in the content of reports made by reporters at the end of the fiscal year, as well as the reporting habits of each individual reporter, and consciously or unconsciously filter the information within themselves to obtain an objective understanding. In any case, however, the evaluation tends to depend on the person making the report or making the judgment, and so it was desirable to achieve a more objective understanding of sales progress.

[0004] In addition, sales content can be broadly divided into various types such as product sales, system delivery, lease contracts, franchises, and intermediation, and even within product sales, the sales method of test selling imported fruits to large supermarkets and then full-scale sales will naturally be different from the sales method of introducing a CAD system to a design office. Therefore, even within the same company, it can be said that sales progress evaluations will differ depending on the department, project, and even sales case.

[0005] In addition, a request for a quote from a sales partner is a prerequisite for closing a deal, so it is desirable, and the sales representative will report to his superior that the deal is close to being closed. In this case, if a certain amount of time has passed since the start of sales, the superior will assume that the order has finally been placed. However, although a certain amount of time has passed, the number of sales visits may not be large, and there may not have been any particularly favorable reactions from the sales destination. In reality, these actions may be taken to obtain joint quotes or to extract know-how. In such cases, it is easy to misjudge progress. In other words, the reaction of the client to our sales activities, the effort they have put in, and the quality of the contact (the number of people in attendance, whether or not a manager was present, etc.) all need to be analyzed from multiple angles using daily reports, etc., and from this point of view it is desirable to objectively evaluate the progress of sales. [Prior art documents] [Patent documents]

[0006] [Patent Document 1] JP 2010-015208 A [Patent Document 2] JP 2011-028544 A [Patent Document 3] JP 2015-075816 A [Patent Document 4] JP 2020-119174 A [Patent Document 5] JP 2023-071377 A Summary of the Invention [Problem to be solved by the invention]

[0007] The present invention has been made in consideration of the above, and has an object to evaluate the progress of sales from daily reports and other reports in accordance with the type of business or business case. [Means for solving the problem]

[0008] The sales progress evaluation system described in claim 1 is a sales progress evaluation system for evaluating the progress of sales in an organization, used by sales representatives and other managed persons who report to a manager, and by managers and other managers who receive reports from the managed persons, and includes an order response input means for inputting answers to questions about sales negotiations with customers and other sales targets, which are asked to one or more high-performing sales performers in the organization, from multiple perspectives that are considered to be linked to orders, such as what kind of response would indicate that the sales target is interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or what kind of response would indicate that the sales target is losing interest, the sales negotiations are receding, and there is a high possibility of losing the deal. the sales progress evaluation means includes: a lost order response input means for inputting responses to questions from multiple perspectives that are thought to be related to or have been related to a lost order, such as whether the sales progress was achieved or not; an evaluation model generation means for using the response information input by the order response input means and / or the response information input by the lost order response input means as training data to generate an evaluation model by machine learning, the input of which is a report content and the output of which is an evaluation of the progress of sales; a report content input means for inputting report content from a person under management; a progress evaluation means for using the evaluation model generated by the evaluation model generation means to evaluate the progress of sales based on the report content input by the report content input means; and a progress evaluation output means for outputting the evaluation of the progress of sales made by the progress evaluation means to the manager.

[0009] In other words, the invention of claim 1 makes it possible to evaluate the progress of sales from daily reports and other reports through a highly reliable evaluation model suited to the industry and business case.

[0010] An organization has a broad definition and may refer to a company as well as a department within a company, or may refer to people involved in a project as a unit. The degree of progress in sales is most objectively expressed as a numerical value, for example, the current progress level can be expressed as a percentage, with 100% being an order received and 0% being a lost order. In addition, the cumulative points can be added or subtracted sequentially at each stage, with plus ○ points and minus △ points. Note that as long as the degree of progress can be understood, anything other than a numerical value is acceptable, and there is no particular restriction as long as it is an indicator of sales progress in the organization. The input to the order response input means and / or the lost order response input means may be in the form of text, voice, video, etc. The answers of the good performers are appropriately and properly learned as highly weighted keywords, thereby improving the reliability of the evaluation model. The evaluation in the evaluation model generation means is objective if it is a cumulative numerical evaluation or a probability evaluation, but as mentioned above, it is not limited to this and may be an evaluation based on language or concepts. The evaluation model also takes into account the history and changes over time of the organization's effort (e.g., number of people x time spent on sales) as appropriate. Even for the same contract, the order quantity and order amount differ, and the effort also differs, so it is preferable to use an evaluation model that also takes cost performance into account. The input to the report content input means may be in the form of documents, audio, video, etc. A daily report may be mentioned as a typical example of report content. The report content may also be called report information, and is not particularly limited as long as it is information related to sales activities. The input to the report content input means is made for each sales case. This is because a person under management usually has multiple sales cases. Depending on the sales case, sales may be carried out by multiple people under management, and in this case, the progress of sales is evaluated based on the contents of reports from the multiple people under management. The progress evaluation means performs an evaluation for each business case, but since the report contents that form the basis of the evaluation are input sequentially over time by (multiple) managed persons, the evaluation is performed by appropriately re-evaluating the history. The output form of the progress evaluation output means can be a display on a PC monitor or tablet screen, and the display form can be a graph showing the increase or decrease in points over time. An interactive output may be performed in which the report content at that time is displayed by pressing the graph as appropriate. Output may be provided not only to the manager but also to the person being managed. The sales progress evaluation system of the present invention can also be called a negotiation progress evaluation system. Furthermore, the questions posed to high performers are, so to speak, a hearing sheet, and if the system provider (Claim 3) creates these after consulting with the organization, a more appropriate evaluation model can be generated (because the system provider also provides consulting to other organizations and can create these individually based on accumulated know-how), and thus sales progress can be evaluated.

[0011] The sales progress evaluation system described in claim 2 is the sales progress evaluation system described in claim 1, wherein the evaluation model generation means generates an evaluation model using a series of report contents related to the order case that has previously been won and / or a series of report contents related to the lost order case that has previously been lost as training data.

[0012] In other words, the invention of claim 2 generates an evaluation model using not only the responses of high performers but also the contents of past reports of actual sales cases in the organization as training data, thereby enabling more reliable evaluation and forecasting.

[0013] It should be noted that the series of report contents does not necessarily have to be all of the report contents, but may be selected appropriately depending on the contents.

[0014] The sales progress evaluation system described in claim 3 is a sales progress evaluation system used in an organization by sales representatives and other managed persons who report to a manager, and by managers and other managers who receive reports from the managed persons, to evaluate the degree of sales progress, and is characterized by comprising: an evaluation model generation means that uses a series of report contents related to received orders in the organization in the past and / or a series of report contents related to lost orders in the past as training data, and generates an evaluation model by machine learning, with the report contents as input and an evaluation of the degree of sales progress as output; a report content input means that inputs the report contents from the managed persons; a progress evaluation means that uses the evaluation model generated by the evaluation model generation means to evaluate the degree of sales progress based on the report contents input by the report content input means; and a progress evaluation output means that outputs the evaluation of the degree of sales progress made by the progress evaluation means to the manager.

[0015] In other words, the invention of claim 3 makes it possible to evaluate the progress of sales from daily reports and other reports through a highly reliable evaluation model suited to the industry and business case.

[0016] The series of report contents does not necessarily have to be all of the report contents, and the teacher data may be selected based on, for example, questions about sales negotiations with customers or other sales partners given to one or more high-performing sales performers, such as what kind of reaction would make the sales partner feel interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or what kind of reaction would make the sales partner feel lost interest, the sales negotiations are receding, and there is a high possibility of losing the deal, and based on the answers to questions from multiple perspectives that are considered to be linked to or linked to losing the deal, and / or what kind of reaction would make the sales partner feel lost interest, the sales negotiations are receding, and there is a high possibility of losing the deal, and based on these answers to questions from multiple perspectives that are considered to be linked to or linked to losing the deal. This selection may be done by a person.

[0017] The sales progress evaluation system described in claim 4 is the sales progress evaluation system described in claim 1 or 3, characterized in that a system provider that provides the sales progress evaluation system to a plurality of organizations also uses the sales progress evaluation system, and further comprises: organization information input means for inputting, for each organization, the organization's industry, business target field, size, financial information, stock price, and other organization information; evaluation model sending means for sending, to the system provider side, an evaluation model for each organization generated by the evaluation model generation means; new model determination means for determining, for a specified organization, a new evaluation model from the evaluation models sent by the evaluation model sending means based on the organization information input by the organization information input means; and progress evaluation means for the specified organization uses the new evaluation model determined by the new model determination means to evaluate the degree of sales progress based on the report content of the organization input by the report content input means.

[0018] That is, the invention according to claim 4 makes it possible to provide a trained and improved evaluation model to a system recipient (system delivery recipient) by utilizing an evaluation model accumulated on the system provider side (system development side). In other words, the system provider side can provide an evaluation model suitable for the delivery recipient through consulting. It can also be said that this is a system that makes it possible to grasp sales progress by combining human consulting and evaluation by AI (machine learning). This is particularly effective in cases where the organization itself has little sales history, such as start-up companies.

[0019] The sales progress evaluation system according to claim 5 is the sales progress evaluation system according to claim 1, further comprising: an organization information input means for inputting, for each organization, the organization's industry, size, business field, financial information, stock price, and other organization information; an evaluation model sending means for sending, to the provider side, an evaluation model for each organization generated by the evaluation model generation means; a new model determination means for determining, for a predetermined organization, a new evaluation model from the evaluation models sent by the evaluation model sending means based on the organization information input by the organization information input means; and a progress evaluation means for controlling the sales progress evaluation means. The system is characterized by comprising an evaluation model comparison means which uses the new evaluation model determined by the new model determination means and the evaluation model previously used to evaluate the progress of sales based on a series of report contents for the received order project in the specified organization in the past and / or a series of report contents for the lost order project in the past, and compares which evaluation model provides a more appropriate evaluation; and an evaluation model update means which, when it is determined by the evaluation model comparison means that the new evaluation model provides a more appropriate evaluation, updates the model used by the progress evaluation means in the specified organization to the new evaluation model.

[0020] In other words, the invention of claim 5 can compare and consider evaluation models accumulated on the system provider side (system developer side) and provide a better trained evaluation model to the system recipient (system delivery recipient).

[0021] Whether or not it is appropriate may be determined by inputting a series of reports on sales cases that have led to orders in the past and then outputting an increase in the probability of winning earlier, or by inputting a series of reports on sales cases that have led to losses in the past and then outputting an increase in the probability of losing the order (a decrease in the probability of winning the order) earlier, or this may be done for multiple past sales cases to determine whether or not it is appropriate.

[0022] The sales progress evaluation program described in claim 6 is a sales progress evaluation program for operating the sales progress evaluation system described in any one of claims 1 to 5, characterized in that it causes a computer that constitutes the system to function as each of the means defined in the claim.

[0023] In other words, the invention of claim 6 makes it possible to evaluate the progress of sales from daily reports and other reports through a highly reliable evaluation model suited to the industry and business case.

[0024] The program corresponding to claim 1 is as follows. A sales progress evaluation program for operating a sales progress evaluation system for evaluating the degree of sales progress, which is used in an organization by sales representatives and other managed persons who report to a manager, and by managers and other managers who receive reports from the managed persons, comprising: A computer that configures the system, an order response input means for inputting answers to questions from multiple perspectives that are considered to be linked to orders, such as questions about sales negotiations with customers or other sales partners, which are asked to one or more high-performing sales performers in the organization, and which indicate what kind of response indicates that the sales partner is interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or a lost-sales response input means for inputting answers to questions from multiple perspectives that are considered to be linked to sales negotiations, such as what kind of response indicates that the sales partner is losing interest, the sales negotiations are receding, and there is a high possibility of losing the sale, which indicate that an evaluation model generating means for generating an evaluation model by machine learning using the response information input by the order response input means and / or the response information input by the lost order response input means as training data, the evaluation model having an input representing the report content and an output representing an evaluation of the progress of sales; A report content input means for inputting report content from the person under management; a progress evaluation means for evaluating the progress of sales based on the report contents inputted by the report content input means, using the evaluation model generated by the evaluation model generation means; and a progress evaluation output means for outputting an evaluation of the degree of progress of the sales made by the progress evaluation means to a manager; A sales progress evaluation program characterized by functioning as a sales progress evaluation program. The computer referred to here is not limited to one, but may be distributed. Cloud computing is also included.

[0025] The program corresponding to claim 3 is as follows. A sales progress evaluation program for operating a sales progress evaluation system for evaluating the degree of sales progress, which is used in an organization by sales representatives and other managed persons who report to a manager, and by managers and other managers who receive reports from the managed persons, comprising: A computer that configures the system, an evaluation model generation means for generating an evaluation model by machine learning using a series of report contents relating to a case that has been accepted in the past and / or a series of report contents relating to a case that has been lost in the past as training data in the organization, the report contents being input and an evaluation of the progress of sales being output; A report content input means for inputting report content from the person under management; a progress evaluation means for evaluating the progress of sales based on the report contents inputted by the report content input means, using the evaluation model generated by the evaluation model generation means; and a progress evaluation output means for outputting an evaluation of the degree of progress of the sales made by the progress evaluation means to a manager; A sales progress evaluation program characterized by functioning as a sales progress evaluation program.

[0026] The program corresponding to claim 4 is as follows. The system provider that provides the sales progress evaluation system to multiple organizations also uses the sales progress evaluation system, The above program corresponding to claim 1 or 3 further comprises: Computer, An organization information input means for inputting the organization's business type, business field, size, financial information, stock price, and other organization information for each organization; an evaluation model sending means for sending the evaluation model for each organization generated by the evaluation model generating means to the system provider side; and a new model determination means for determining a new evaluation model from among the evaluation models sent by the evaluation model sending means on the basis of organization information inputted by the organization information input means for a predetermined organization; Function as a A sales progress evaluation program, characterized in that a progress evaluation means in the specified organization uses a new evaluation model determined by a new model determination means to evaluate the degree of sales progress based on the report content of the organization inputted by a report content input means.

[0027] The program corresponding to claim 5 is as follows. The system provider that provides the sales progress evaluation system to multiple organizations also uses the sales progress evaluation system, Furthermore, the computer An organization information input means for inputting the organization's type of business, size, business field, financial information, stock price, and other organization information for each organization; an evaluation model sending means for sending the evaluation model for each organization generated by the evaluation model generating means to the provider side; a new model determination means for determining a new evaluation model from among the evaluation models sent by the evaluation model sending means on the basis of organization information inputted by the organization information input means for a predetermined organization; an evaluation model comparison means for controlling the progress evaluation means, and using the new evaluation model determined by the new model determination means and the evaluation model that had been used up until that point, evaluating the degree of progress of sales based on a series of reports on cases that have been accepted in the past in the specified organization and / or a series of reports on cases that have been lost in the past, and comparing which evaluation model provides a more appropriate evaluation; and an evaluation model updating means for updating the model used by the progress evaluation means in the predetermined organization to the new evaluation model when the evaluation model comparison means determines that the new evaluation model has performed a more appropriate evaluation; The sales progress evaluation program as described above.

[0028] The trained model for evaluating sales progress as described in claim 7 is a trained model to be incorporated into a sales progress evaluation system for evaluating the degree of sales progress, which is used in an organization by sales representatives and other managed persons who report to managers, and by managers and other managers who receive reports from the managed persons, and which trains the system to machine-learn the following as training data: answer information to questions about sales negotiations with customers or other sales partners, which are asked to one or more high-performing sales performers in the organization, from multiple perspectives that are considered to be linked to orders, such as what kind of response would make the sales partner feel that they are interested, the sales negotiations are progressing, and there is a high possibility of closing a deal, and / or answer information to questions from multiple perspectives that are considered to be linked to orders, such as what kind of response would make the sales partner feel that they are losing interest, the sales negotiations are receding, and there is a high possibility of losing a deal; and which is trained to function as a system to input the contents of reports from managed persons and output an evaluation of the degree of sales progress.

[0029] In other words, the invention of claim 7 makes it possible to provide a trained model that can reliably evaluate sales progress based on daily reports and other reports, in accordance with the industry and sales projects.

[0030] It should be noted that the term "system" is used in a broad sense here, and includes not only a standalone computer, but also a system constructed from multiple computers and a platform where evaluations are output using cloud computing.

[0031] The trained model for evaluating sales progress as described in claim 8 is characterized in that the trained model for evaluating sales progress as described in claim 7 is machine-trained using as training data a series of report contents relating to the order case that has previously been won and / or a series of report contents relating to the lost order case that has previously been lost.

[0032] In other words, the invention of claim 8 uses not only the responses of high performers but also the contents of past reports of actual sales cases in the organization as training data, making it possible to provide an evaluation model that realizes more reliable evaluations and forecasts.

[0033] The trained model for evaluating sales progress as described in claim 9 is a trained model for evaluating the degree of sales progress in an organization based on reports from sales representatives and other managed persons who report to a manager, and is a trained model for evaluating sales progress that trains a computer to use as training data a series of report contents regarding received orders in the past and / or a series of report contents regarding lost orders in the past, inputs the report contents from managed persons, and functions to output an evaluation regarding the degree of sales progress.

[0034] In other words, the invention of claim 9 makes it possible to provide a trained model that can reliably evaluate sales progress based on daily reports and other reports, in accordance with the industry and sales projects.

[0035] The method for generating a trained model for evaluating sales progress as described in claim 10 is a method for generating a trained model that evaluates the degree of sales progress in an organization based on reports from sales representatives and other managed persons who report to a manager, and is characterized in that it includes a step of machine learning the following as training data: questions about sales negotiations with customers or other sales partners, asked to one or more high-performing sales performers in the organization, where the questions are based on multiple perspectives that are considered to be linked to orders, such as what kind of response would make the sales partner feel that they are interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or what kind of response would make the sales partner feel that they are losing interest, the sales negotiations are receding, and there is a high possibility of losing the deal; and a step of generating a learning model that outputs an evaluation of the degree of sales progress when the contents of a report from a managed person are input.

[0036] In other words, the invention of claim 10 makes it possible to provide a trained model for evaluating sales progress that can reliably evaluate sales progress based on daily reports and other reports in accordance with the industry and sales cases.

[0037] In addition, a series of reports on a previously accepted order and / or a series of reports on a previously lost order may also be used as training data for machine learning. In addition, instead of using as training data the answer information to questions about sales negotiations with customers or other sales partners asked to one or more high-performing sales performers in the organization, from multiple perspectives that are thought to lead to or are thought to be linked to orders, such as what kind of reaction would indicate that the sales partner is interested, the sales negotiations are progressing, and there is a high possibility of closing, and / or what kind of reaction would indicate that the sales partner is losing interest, the sales negotiations are receding, and there is a high possibility of losing the deal, the training data may instead be a series of reports regarding orders that have been won in the past within the organization and / or a series of reports regarding orders that have been lost in the past. Effect of the Invention

[0038] According to the present invention, the progress of sales can be evaluated objectively and reliably from daily reports and other reports in accordance with the type of business and sales cases. (Based on this, managers can properly and objectively grasp and judge the situation, and can provide proper advice, instructions and guidance to those under their supervision, thereby increasing the possibility of winning orders and avoiding losing them.) [Brief description of the drawings]

[0039] [Figure 1] FIG. 1 is an explanatory diagram showing an example of the configuration of a sales progress evaluation system. [Diagram 2] FIG. 2 is a diagram illustrating an example of a hardware configuration of a terminal device used by a sales representative. [Diagram 3] FIG. 2 is a diagram illustrating an example of a hardware configuration of a terminal device used by an administrator. [Figure 4] 13 is a display example of a graph visualizing the progress level. [Diagram 5] FIG. 2 is a diagram illustrating an example of a hardware configuration of a terminal device. [Figure 6] FIG. 1 is an explanatory diagram showing a functional configuration of a sales progress evaluation system. DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENTS

[0040] Hereinafter, an embodiment of the present invention will be described in detail with reference to the drawings. Here, a sales progress evaluation system incorporating the sales progress evaluation program of the present invention will be described. In this embodiment, the sales progress level is evaluated by outputting a graph showing the cumulative points increasing or decreasing over time based on the reaction of the sales destination, the effort exerted by the sales destination, etc.

[0041] <System configuration example> 1 is an explanatory diagram showing an example of the configuration of a sales progress evaluation system. The sales progress evaluation system 1 is made up of a terminal device 100 used by each of the sales representatives J (J1, J2, . . .) belonging to a company C, a terminal device 200 used by a manager S (S1, S2, . . .), and a terminal device 300 provided in a provider A of the sales progress evaluation system 1. In the following, the sales progress evaluation system 1 will be referred to as system 1 as appropriate.

[0042] In the figure, multiple companies C (C1, C2, ...) and provider A are connected via network N, but hereafter, unless otherwise specified, company C1 will be described. Company C1 also has multiple sales cases P1, P2, ..., and managers S1, S2, ... are in charge of some of them, and one or several sales representatives J1, J2, J3, ... carry out sales activities for each sales case, but hereafter, for convenience, only one sales case P1 will be described. In other words, one of several sales cases handled by manager S1 in a certain department of company C1 is sales case P1, and two sales representatives J1 and J2 are engaged in sales activities for this sales case P1. Note that sales representatives J1, J2, J3, ... also usually handle multiple sales cases, but here we will explain about one sales case P1. Furthermore, when there is no need to distinguish between the sales representative, manager, and company individually, they will be referred to as sales representative J, manager S, and company C, respectively.

[0043] <External configuration of each terminal device> The terminal device 100 can be a general personal computer, notebook computer, or tablet terminal, and the terminal device 200 and the terminal device 300 can be general personal computers or server devices, so a description of their external configurations will be omitted.

[0044] <Hardware Configuration of Terminal Device 100> The hardware configuration of the terminal device 100 used by sales representatives J1 and J2 will be described below. The terminal device 100 is a notebook computer, and although it is owned by each of sales representatives J1 and J2, the hardware configuration is the same, and therefore, in the following description, it will be described as the terminal device 100 of sales representative J1. FIG. 2 is a diagram illustrating an example of the hardware configuration of the terminal device 100 used by the sales representative J1. The terminal device 100 has, as its hardware configuration, a CPU 101, a ROM 102, a RAM 103, a hard disk (HD) 104, a graphics board 105, a liquid crystal monitor 106, a keyboard (K / B) 107, a touch pad 108, and a network interface 109.

[0045] The CPU 101 controls the entire terminal device 100 together with the OS, creates a daily report on the sales cases in which the sales representative J1 is involved, including the sales case P1, and transmits it to the manager S1. Specifically, for example, the CPU 101 reports, according to a program stored in the hard disk 104, the content of each sales transaction performed by the sales representative J1, the date and time, the people who dealt with the clients during the transaction, the number of people, their titles, requests made to the manager, comments, the situation, the duration of the transaction, and the like. In addition, the CPU 101 also performs control such as temporarily saving the work data stored on the hard disk 104 in the RAM 103 .

[0046] The ROM 102 stores a boot program and the like. Depending on the mode of use, the ROM 102 may store a control program for the terminal device 100. The RAM 103 is used as a work area for the CPU 101. Specifically, the RAM 103 temporarily stores the contents of data read from the hard disk 104, the contents of programs, and the like.

[0047] The graphics board 105 sends an image signal to be output to the liquid crystal monitor 106. The graphics board 105 includes a GPU and an image output interface (image output I / F), and outputs an image processed by the GPU to the liquid crystal monitor 106.

[0048] The network interface 109 connects the terminal device 100 to the network N via Wi-Fi or a 4G line. By connecting to the network, the sales representative J1 can submit a daily report even when away from the office.

[0049] The hard disk 104 is made up of an application section 110 and a data storage section 130 .

[0050] The application unit 110 includes an OS 111 that controls the entire terminal device 100, and a daily report creation program 112 that assists in creating a daily report. Daily report creation program 112 assists sales representative J1 in creating a daily report. The contents of the daily report are entered as text using keyboard 107 and touchpad 108, but the name of the business case, the time of the visit, the location of the visit, the names of attendees, etc. can be selected from pull-down menus. By finally pressing the "save button," the created daily report is saved in data storage unit 130 and sent to manager S1's terminal device 200. At this time, a warning message is displayed interactively on the screen, asking, "Have you forgotten to report anything that could lead to an order, such as a request from the other party for detailed information or a request for an estimate?" The functional configuration described below is realized by the OS 111 or the daily report creation program 112 alone or in combination, and in some cases in cooperation with the data storage unit 130.

[0051] The data storage unit 130 includes a basic data storage unit 131 and a daily report storage unit 132 . The basic data storage unit 131 stores basic data for each case (case name, name of the client company, amount of business, business start date, name and position of the client sales representative, names of other sales representatives, name of superior to report to, etc.), and is called up by the daily report creation program 112 and used when creating the daily report. The daily report storage unit 132 is organized by business case, and stores the daily reports that the sales representative J1 has reported so far together with the creation date and time. The daily report creation program 112 is configured to display predictive conversion and prediction candidates when creating a daily report based on past daily reports.

[0052] <Hardware Configuration of Terminal Device 200> Next, the hardware configuration of the terminal device 200 used by the manager S1 will be described. 3 is a diagram illustrating an example of the hardware configuration of a terminal device 200 used by a manager S1. The terminal device 200 has, as its hardware configuration, a CPU 201, a ROM 202, a RAM 203, a hard disk (HD) 204, a graphics board 205, a monitor 206, a keyboard (K / B) 207, a mouse 208, and a network interface card 209. In the following, a description of the configuration similar to that of the terminal device 100 will be omitted, and different hardware configurations will be mainly described.

[0053] The CPU 201 controls the entire terminal device 200 together with the OS, receives daily reports on the sales project P1, and outputs an evaluation of the progress of the project through a trained evaluation model, including past daily reports (history) of the sales project P1. Specifically, for example, the CPU 201 performs processing to output changes over time in the accuracy of the order outlook for the sales project P1, etc., according to various programs (program components) and evaluation models stored in the hard disk 204. In addition, the CPU 201 also performs control such as temporarily saving the work data stored on the hard disk 204 in the RAM 203 .

[0054] Next, the hard disk 204 will be described. The hard disk 204 is made up of an application section 210 and a data storage section 230 . The application unit 210 is composed of an OS 211 which controls the entire terminal device 200, and an evaluation program group 212 which creates an evaluation model for evaluating the degree of sales progress in accordance with the case, inputs daily reports from sales representatives J1 and J2, and displays an evaluation of the degree of progress using the evaluation model. The data storage unit 230 includes a daily report storage unit 231 , an evaluation model storage unit 232 , and a hearing sheet storage unit 233 .

[0055] The evaluation program group 212 will now be described. The evaluation program group 212 includes a teacher data input program 221 , an evaluation model generation program 222 , a progress evaluation execution program 223 , an evaluation model transmission / reception program 224 , and a comparison update program 225 .

[0056] The teacher data input program 221 inputs teacher data for generating an evaluation model by machine learning. The training data to be input can be broadly divided into two categories. One is the answers to the interview sheet. This is given to sales representative J (not limited to one person, and not limited to sales representatives J1 and J2) who has had good sales results in past cases similar to the sales opportunity P1, and the answers are obtained from questions about sales activities from multiple perspectives or angles that are thought to lead to winning or closing an order, such as "What kind of reaction makes you feel that the sales destination is interested?", "What kind of reaction makes you feel that the negotiations are progressing?", "What kind of reaction makes you feel that there is a high possibility of closing the deal?", etc. In addition, answers to questions asked from multiple perspectives or angles that are thought to lead to losing a deal, such as "What kind of reaction would make you feel that the sales partner is losing interest?", "What kind of reaction would make you feel that the deal is receding?", "What kind of reaction would make you feel that there is a high possibility of losing the deal?", etc., can also be used as training data. Since answers from sales performers with good sales performance based on questions from multiple perspectives and angles are used as training data, fewer candidates are overlooked and answers are obtained that are more suited to the organization, department, or type of project, improving the reliability of the evaluation model.

[0057] The other is a series of daily reports on cases that have been won in the past and are of the same type and type as the sales opportunity P1. In addition, a series of daily reports on cases that have been lost in the past can also be used as training data. By using actual past cases, an evaluation model is generated in accordance with the organization, department, or type of case, improving the reliability of the evaluation of sales progress based on the daily reports or daily reports from sales representatives J1 and J2.

[0058] The evaluation model generation program 222 uses the responses to the interview sheet and a series of daily reports on past orders and lost orders as training data, and generates an evaluation model through machine learning, with the input being the daily reports from sales representatives J1 and J2 and the output being an evaluation of the degree of sales progress. The model generation algorithm may be a neural network, or a more reliable algorithm that is being developed sequentially may be adopted. Specifically, for example, words are extracted from responses to a questionnaire, and related terms such as synonyms and antonyms are determined, and these words and terms are weighted and scored using machine learning. At this time, the system also learns about the connections and affinities between words from a series of past daily reports, and extracts and determines the causes, factors, and indirect causes of winning and losing orders through learning, and generates an evaluation model taking into account the time series. Since scores are determined by machine learning, there is less human burden and this leads to the promotion of system adoption. As will be explained next, this evaluation model outputs an evaluation of the degree of progress of sales as a graph in which the change over time in the increase or decrease in cumulative points is superimposed with a band showing the probability of winning or losing an order.

[0059] The progress evaluation execution program 223 receives daily reports from the sales representatives J1 and J2, and outputs a graph that visualizes the degree of progress using a trained evaluation model. Specifically, when a daily report is sent from sales representative J (not limited to J1 and J2), it is received as needed, an evaluation model to be applied to the project is selected according to the project name recorded in the daily report, the evaluation model is used to calculate the score of the daily report, the probability band (described later) is also calculated, and finally, a graph is drawn that allows the evaluation of the progress of sales to be confirmed. Depending on the generated evaluation model, all past or most recent daily reports related to the project may be required, but this can be automatically input in cooperation with the data storage unit 230 as appropriate. The score for the daily report is calculated by a trained evaluation model according to the effort expended by the sales destination, the quality of the contact, the request for a quotation from sales representative J1, and other requests (References 2 and 3). The score is determined by learning, but conceptually, for example, if only one person from the sales destination attends the meeting, the score is 3 points, if two people attend, the score is 3 points x 2 + additional point 1 = 7 points, if one of them is a section manager, the score is 3 points + 4 points + additional point 1 = 8 points, if a section manager and a department manager attend the meeting after the quotation is submitted, the score is 4 points + 6 points + additional point 3 = 13 points, and conversely, if only one regular employee attends the meeting immediately after the quotation, the score is 3 points + additional point (-8 points) = -5 points. Figure 4 is an example of a graph that visualizes the degree of progress. As shown in the figure, it displays the increase or decrease in points based on the daily report, as well as the probability bands that indicate the probability of winning and losing the order (both have an upper limit of 50%, and the difference between the maximum values ​​is 100%). In this example, the probability bands are displayed as 3+2 zones (and intermediate zones) with win probability of 40% or more, 25% or more, and 10% or more, and loss probability of 10% or more and 25% or more. Note that for ease of display, the bands are indicated by arrows in the figure. Generally, the probability of winning a contract increases as the cumulative points increase, but even if the cumulative points are large, if too much time has passed, the probability of losing the contract also increases. In other words, the position or width of the probability bands indicating the probability of winning and losing a contract also fluctuates according to the daily reports. The evaluation model of this system not only indicates numerical increases or decreases based on the daily reports, but also the probability bands, making it possible to reliably evaluate the progress of sales. Note that the probability bands may have large errors at the beginning of sales and therefore may not be meaningful, so in Figure 4 they are drawn halfway through.

[0060] Specifically, regarding the business project P1, the manager S1 interactively operates a pull-down menu on the screen displayed on the monitor 206 to select the business project P1. As a result, the latest graph based on the daily report of the business project P1 is displayed on the monitor 206. Each point on the graph represents the day when a daily report was sent (received), and the score, cumulative score, and accuracy based on the daily report are calculated instantly using the evaluation model. Each point on the graph can be clicked to display the corresponding daily report, so that manager S1 can easily check the contents of the daily report if there is a drop in the graph.

[0061] The evaluation model transmission / reception program 224 transmits the trained evaluation model to the terminal device 300, and also receives the evaluation model transmitted from the terminal device 300. When transmitting, information such as the company name and the type of business case in which the evaluation model is used is also transmitted.

[0062] When an evaluation model (hereinafter referred to as a comparison model) is transmitted from the terminal device 300, the comparison update program 225 compares the evaluation model used up until that point (hereinafter referred to as an existing model) with the comparison model to determine which of the two performs a more appropriate progress evaluation. Specifically, based on a series of daily reports used to generate the existing model, the comparison update program 225 determines whether an order received case had an order probability of 40% or more at an earlier stage, and whether an order lost case had an order loss probability of 40% or more at an earlier stage. It is also possible to verify multiple cases and determine the model with the better performance as "appropriate." If the comparison model is determined to be more appropriate, the comparison update program 225 replaces the evaluation model used for the sales case P1 with the comparison evaluation model.

[0063] The data storage unit 230 will now be described. The daily report storage unit 231 stores the daily reports sent from the sales representatives J1, J2, J3, . . . in order by project. Depending on the specification, the reports may be stored by department. The evaluation model storage unit 232 stores the trained evaluation model. There may be only one evaluation model for the company C1, but if the company is divided into multiple departments, each department handles different fields of cases and generally handles similar cases, so that each department may use a different evaluation model. The hearing sheet storage unit 233 stores the hearing sheets. The hearing sheets may be the same for the company C1, but different ones may be used for each department, similar to the evaluation model. The hearing sheets are provided by the provider A of the sales progress evaluation system 1, which provides consulting to each company. This is because hearing sheets created by the provider A, which has accumulated know-how for extracting keywords from high performers, can generate a more reliable evaluation model than hearing sheets created in-house by each company.

[0064] <Hardware Configuration of Terminal Device 300> Next, the hardware configuration of the terminal device 300 provided at the provider A of the sales progress evaluation system 1 will be described. 5 is a diagram illustrating an example of a hardware configuration of the terminal device 300. The terminal device 300 has, as its hardware configuration, a CPU 301, a ROM 302, a RAM 303, a hard disk (HD) 304, a graphics board 305, a monitor 306, a keyboard (K / B) 307, a mouse 308, and a network interface card 309. In the following, a description of the configuration similar to that of the terminal device 100 and the terminal device 200 will be omitted, and different hardware configurations will be mainly described.

[0065] The CPU 301 controls the entire terminal device 300 together with the OS, and also refers to the evaluation models sent from each company C (C1, C2, ...), taking into account the company information of each company C, determines the evaluation model that is deemed most appropriate as necessary, and sends (proposes) it to a system provider among company C to which provider A wishes to provide consulting. In addition, the CPU 201 also performs control such as temporarily saving the work data stored on the hard disk 204 in the RAM 203 .

[0066] Next, the hard disk 304 will be described. The hard disk 304 is made up of an application section 310 and a data storage section 330 . The application unit 310 is made up of an OS 311 that controls the entire terminal device 300, and a model proposal program group 312 that inputs and outputs new evaluation models. The data storage unit 330 includes an organization information storage unit 331 , an evaluation model storage unit 332 , and a demonstration daily report storage unit 333 .

[0067] The model proposal program group 312 will now be described. The model proposal program group 312 includes an evaluation model input / output program 321 , an organization information input program 322 , a progress evaluation execution program 323 , and a new model determination program 324 .

[0068] The evaluation model input / output program 321 stores the evaluation models sent from each company C that has delivered the system 1 in the evaluation model storage unit 332 together with information about the sender (such as the company name and type of business case), and also sends the evaluation model (comparison model) determined by the new model determination program 324 to the consulting client company C.

[0069] The organizational information input program 322 inputs organizational information of each company C, that is, information such as the company's industry, company name, business content, head office address, suppliers, customers, performance articles, material articles, performance, dividends, shareholders, officers, consolidated companies, finances, capital transfer, stock price trends, ratings, stock price indexes, etc. This may be input automatically via a generation AI.

[0070] The progress evaluation execution program 323 inputs the daily demonstration report and outputs a graph that visualizes the degree of progress according to the evaluation model.

[0071] The new model determination program 324 determines an evaluation model of another company as a comparative model for company C, to which provider A is going to provide consulting, based on organizational information about said company C. When making the determination, basic information such as the type of industry, capital, number of employees, etc. are taken into consideration. In addition, a series of demo daily reports stored in the demo daily report storage unit 333 is input, and if the model of the other company outputs a progress evaluation more appropriately than the existing model, the other company's model is determined as the comparative model.

[0072] The data storage unit 230 will now be described. The organizational information storage unit 331 stores the organizational information of each company C (C1, C2, ...) input by the organizational information input program 322. When storing, the information is appropriately categorized according to the company size (capital, number of employees), industry, etc. This makes it easier to determine candidates for comparison models. The evaluation model storage unit 332 stores the evaluation models sent from each company C. As with the storage mode in the organization information storage unit 331, the evaluation models are stored separately according to the company size, industry, and type of business case. Note that the number of evaluation models per company is not limited to one, so the evaluation models are stored separately as appropriate according to the contents of the project. The demo daily report storage unit 333 stores a series of daily reports (demo daily reports) for testing the evaluation models of each company. A number of such daily reports are prepared according to the size of the company and the type of business. These are virtual daily reports in which the standard winning / losing history of winning or losing cases is recorded. Using these demo daily reports, it is possible to perform a certain evaluation of the evaluation model, and based on this, provider A can propose a new evaluation model to the consulting client.

[0073] <Functional configuration> Next, a description will be given of the functional configuration of the sales progress evaluation system 1. Note that, since this description includes a provider A that provides a system to each of the consulting clients, companies C (C1, C2, . . .), the description is not limited to the sales opportunity P1. FIG. 6 is an explanatory diagram showing the functional configuration of the sales progress evaluation system 1. As shown in FIG. The sales progress evaluation system 1 has, as its functional configuration, an order response input unit 601, a lost order response input unit 602, an evaluation model generation unit 603, an evaluation model sending unit 604, a report content input unit 605, a progress evaluation unit 606, a progress evaluation output unit 607, an organization information input unit 608, a new model determination unit 609, an evaluation model comparison unit 610, and an evaluation model update unit 611.

[0074] The order response input unit 601 inputs questions from multiple perspectives that are connected to or considered to be connected to orders, that is, responses to a hearing sheet, which are given to one or more high-performing sales performers at company C, regarding business negotiations with customers or other sales partners of company C, and which ask what kind of response would make the sales partner feel interested, that the business negotiations are progressing, and that there is a high possibility of closing the deal. The answers may be given online as appropriate. The hearing sheet that is considered optimal depending on the size, industry, etc. of company C is provided by provider A.

[0075] The lost-sales response input unit 602 inputs responses to the interview sheet from the opposite perspective. That is, responses are input to questions from multiple perspectives that may or may not lead to a lost sale, such as questions about business negotiations with customers or other sales targets of company C, which are asked to one or more high-performing sales performers in company C, and which indicate what kind of responses would make the sales target lose interest, the sales negotiations recede, or there is a high possibility of losing the sale. Online responses may be made as appropriate. Also, the provider A provides the interview sheet that is considered optimal depending on the size and industry of company C. The order response input unit 601 and the lost order response input unit 602 can realize their functions by, for example, the teacher data input program 221, the hearing sheet storage unit 233, the OS 211, the OS 111, the keyboard 107, the keyboard 207, the LCD monitor 106, the monitor 206, and the like.

[0076] The evaluation model generation unit 603 uses the response information input by the order response input unit 601 and the response information input by the lost order response input unit 602 as training data, and generates an evaluation model by machine learning, in which the input is the report content and the output is an evaluation of the progress of sales. The evaluation model generation unit 603 also generates the evaluation model by using a series of report contents related to the received order case that was received in the past and a series of report contents related to the lost order case that was lost in the past as training data. The algorithm for generating the model is not particularly limited, and examples include neural networks, SVM (Support Vector Machine), decision trees, LSTM (Long Short Term Memory), etc. The algorithm may be changed depending on the size and industry of company C. The functions of the evaluation model generating unit 603 can be realized by, for example, the CPU 201, the RAM 202, the evaluation model generating program 222, the evaluation model storage unit 232, and the like.

[0077] The evaluation model sending unit 604 sends the evaluation models of each company C (C1, C2, ...) generated by the evaluation model generation unit 604 to the system provider A (terminal device 300). Note that since multiple evaluation models may be generated for each department in each company, an evaluation model is sent each time it is generated. At this time, information on the company name, the type of business case that the generated model processes, etc. is also linked and sent as appropriate. The function of the evaluation model sending unit 604 can be realized by the evaluation model transmission / reception program 224, the OS 211, the network interface card 209, and the like.

[0078] The report content input section 605 inputs the report content from sales representative J. The report content input unit 605 can realize its functions by, for example, the daily report creation program 112, the daily report storage unit 132, the OS 111, and the like.

[0079] The progress evaluation unit 606 uses the evaluation model generated by the evaluation model generation unit 603 to evaluate the degree of progress of sales based on the report contents input by the report content input unit 605. When the evaluation model update unit 611 determines that the comparison model is more appropriate, the progress evaluation unit 606 replaces the comparison model as the evaluation model to be used and evaluates the degree of progress of sales based on the report contents input by the report content input unit 605. Specifically, in this embodiment, as described above, the score and probability band value of the daily report, which are the basic data for graphing, are calculated. The progress assessment unit 606 can realize its functions by, for example, the progress assessment execution program 223, the RAM 202, the CPU 201, and the like.

[0080] The progress evaluation output unit 607 outputs the evaluation results on the degree of progress of sales made by the progress evaluation unit 606 in the form of a graph to the manager S (FIG. 4). The progress evaluation output unit 607 can realize its functions by, for example, the progress evaluation execution program 223, the graphics board 205, the monitor 206, and the like.

[0081] An organization information input unit 608 inputs organization information about each company C. As described above, this is basic information such as company size and industry, and is taken into consideration when determining a comparison model. The functions of tissue information input unit 608 can be realized by, for example, tissue information input program 322, tissue information storage unit 331, keyboard 307, mouse 208, and the like.

[0082] The new model determination unit 609 determines a new evaluation model from among the evaluation models sent by the evaluation model sending unit 604 based on the organizational information input by the organizational information input unit 608 for company C, which is considering providing consulting services at provider A. For start-up companies and venture companies, which do not have the know-how themselves, it may be better to use an existing evaluation model. The evaluation model is determined based on similar business types, number of employees, capital, etc. The new model determination unit 609 can realize its functions by, for example, the new model determination program 324, the tissue information storage unit 331, the evaluation model storage unit 332, the evaluation model input / output program 321, the evaluation model transmission / reception program 224, and the like.

[0083] The evaluation model comparison unit 610 controls the progress evaluation unit 606 to use the comparison model determined by the new model determination unit 609 and the existing model to evaluate (here, graph) the degree of sales progress based on a series of reports on the received orders for company C in the past and a series of reports on the lost orders in the past, and compares which evaluation model provides a more appropriate evaluation. Depending on the mode of the specifications, before sending the comparison model to the consulting company C, the provider A may compare and evaluate the evaluation model using the daily demo report. The evaluation model comparison unit 610 can realize its functions by, for example, the comparison update program 225, the daily report storage unit 231, the evaluation model storage unit 232, the progress evaluation execution program 323, the demonstration daily report storage unit 333, and the like.

[0084] When the evaluation model comparison unit 610 judges that the comparison model has performed a more appropriate evaluation, the evaluation model update unit 611 updates the model used by the progress evaluation unit 606 in the company C (or a specific project P of the company C) to the evaluation model. This allows for a more reliable evaluation of the degree of progress. The function of the evaluation model update unit 611 can be realized by, for example, the comparison and update program 225 and the evaluation model storage unit 232 .

[0085] The functional configuration is as described above, but other than the parts that need to remain as hardware at sales representative J, manager S, and provider A, the system may be configured to be processed by cloud computing.

[0086] As explained above, the sales progress evaluation system 1 can objectively and reliably evaluate the progress of sales from daily reports and other reports according to the type of business and sales case. This enables the manager S to properly and objectively grasp and judge the situation, and to provide proper advice, instructions, and guidance to the sales representative J, thereby increasing the possibility of winning an order (making it possible to avoid losing a deal). Furthermore, as system provider A accumulates know-how as collective intelligence, it can provide a more appropriate evaluation model. By dividing by field, it is possible to provide a highly complete and mature interview sheet suited to the consulting client (system delivery client), which improves the reliability and objectivity of the evaluation model that is generated, and as a result, it is possible to further increase the likelihood of receiving an order from the delivery client. [Industrial Applicability]

[0087] By using this system to have all sales representatives J fill out a questionnaire and then evaluating (personnel evaluation) the sales representatives J who have resulted in the construction of a good evaluation model, it is expected that all sales representatives J will begin to write their daily reports more appropriately, which is also expected to lead to improved business performance for Company C. [Explanation of symbols]

[0088] 1. Sales progress evaluation system 100 Terminal Equipment 101 CPU 102 ROM 103 RAM 104 Hard Disk 106 LCD monitor 110 Application Section 111 OS 112 Daily Report Creation Program 130 Data storage unit 131 Basic Data Storage Unit 132 Daily Report Storage Unit 200 Terminal Equipment 201 CPU 204 Hard Disk 206 Monitor 210 Application Section 211 OS 212 Evaluation Programs 221 Teacher Data Entry Program 222 Evaluation model generation program 223 Progress Evaluation Implementation Program 224 Evaluation model transmission and reception program 225 Comparison Updates 230 Data Storage Unit 231 Daily Report Storage Unit 232 Evaluation model storage section 233 Hearing Sheet Storage Area 300 Terminal Equipment 301 CPU 304 Hard Disk 310 Application Department 311 OS 312 Model Proposal Programs 321 Evaluation model input / output program 322 Organization Information Input Program 323 Progress Evaluation Implementation Program 324 Model Decision Program 330 Data Storage Unit 331 Organization Information Storage Unit 332 Evaluation model storage section 333 Demo Daily Report Storage Section 601 Order Response Input Section 602 Answer input section 603 Evaluation Model Generation Unit 604 Evaluation Model Transmission Unit 605 Report Content Input Section 606 Progress Evaluation Department 607 Progress evaluation output unit 608 Organization Information Input Section 609 Model Determination Unit 610 Evaluation Model Comparison Section 611 Evaluation Model Update Division N Network C Company S Managerial position J Sales Representative P Project (sales opportunity) A System provider

Claims

1. A sales progress evaluation system for evaluating the progress of sales in an organization, which is used by sales representatives and other managed persons who report to a manager, and managers and other managers who receive reports from the managed persons, comprising: an order response input means for inputting answers to questions from multiple perspectives that are considered to be linked to orders, such as questions about sales negotiations with customers or other sales partners, which are asked to one or more high-performing sales performers in the organization, and which indicate what kind of response would indicate that the sales partner is interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or a lost-sales response input means for inputting answers to questions from multiple perspectives that are considered to be linked to sales negotiations, such as what kind of response would indicate that the sales partner is losing interest, the sales negotiations are receding, and there is a high possibility of losing the sale, an evaluation model generating means for generating an evaluation model by machine learning using the response information input by the order response input means and / or the response information input by the lost order response input means as training data, the evaluation model having an input representing the report content and an output representing an evaluation of the progress of sales; A report content input means for inputting report content from a person under management; a progress evaluation means for evaluating the progress of sales based on the report contents inputted by the report content input means, using the evaluation model generated by the evaluation model generation means; a progress evaluation output means for outputting an evaluation of the degree of progress of the sales made by the progress evaluation means to a manager; A sales progress evaluation system comprising:

2. The sales progress evaluation system described in claim 1, characterized in that the evaluation model generation means generates the evaluation model using a series of report contents regarding the order case that has been won in the past and / or a series of report contents regarding the lost order case that has been lost in the past as training data.

3. A sales progress evaluation system for evaluating the progress of sales in an organization, which is used by sales representatives and other managed persons who report to a manager, and managers and other managers who receive reports from the managed persons, comprising: an evaluation model generation means for generating an evaluation model by machine learning using a series of report contents related to a case that has been accepted in the past and / or a series of report contents related to a case that has been lost in the past as training data, the report contents being input and an evaluation of the progress of sales being output; A report content input means for inputting report content from a person under management; a progress evaluation means for evaluating the progress of sales based on the report contents inputted by the report content input means, using the evaluation model generated by the evaluation model generation means; a progress evaluation output means for outputting an evaluation of the degree of progress of the sales made by the progress evaluation means to a manager; A sales progress evaluation system comprising:

4. The system provider that provides the sales progress evaluation system to multiple organizations also uses the sales progress evaluation system, an organization information input means for inputting the organization's business type, business field, size, financial information, stock price, and other organization information for each organization; an evaluation model sending means for sending the evaluation model for each organization generated by the evaluation model generating means to the system provider side; a new model determination means for determining a new evaluation model from among the evaluation models sent by the evaluation model sending means based on organization information inputted by the organization information input means for a predetermined organization; 4. A sales progress evaluation system as described in claim 1 or 3, characterized in that a progress evaluation means in the specified organization uses the new evaluation model determined by the new model determination means to evaluate the degree of sales progress based on the report content of the organization inputted by the report content input means.

5. The system provider that provides the sales progress evaluation system to multiple organizations also uses the sales progress evaluation system, an organization information input means for inputting the organization's type of business, size, business field, financial information, stock price, and other organization information for each organization; an evaluation model sending means for sending the evaluation model for each organization generated by the evaluation model generating means to the provider side; a new model determination means for determining a new evaluation model from among the evaluation models sent by the evaluation model sending means based on organization information inputted by the organization information input means for a predetermined organization; an evaluation model comparison means for controlling the progress evaluation means, and using the new evaluation model determined by the new model determination means and the evaluation model that had been used up until that point, evaluating the degree of progress of sales based on a series of reports on cases that have been accepted in the past in the specified organization and / or a series of reports on cases that have been lost in the past, and comparing which evaluation model provides a more appropriate evaluation; an evaluation model updating means for updating a model used by the progress evaluation means in the predetermined organization to the new evaluation model when the evaluation model comparison means determines that the new evaluation model has performed a more appropriate evaluation; 2. The sales progress evaluation system according to claim 1, further comprising:

6. A sales progress evaluation program for operating the sales progress evaluation system according to claim 1, 2, 3 or 5, comprising: A computer that constructs the system includes the means defined in the claims, A sales progress evaluation program characterized by functioning as a sales progress evaluation program.

7. A trained model that evaluates the progress of sales based on reports from sales representatives and other managed personnel who report to a manager in an organization, Machine learning is performed on the following training data: answer information to questions about sales negotiations with customers or other sales partners, which are asked to one or more high-performing sales performers in the organization, from multiple perspectives that are considered to be linked to orders, such as what kind of response indicates that the sales partner is interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or answer information to questions from multiple perspectives that are considered to be linked to losses, such as what kind of response indicates that the sales partner is losing interest, the sales negotiations are receding, and there is a high possibility of losing the deal, Input the reports from the managed person and output the evaluation of the progress of sales. A trained model for sales progress evaluation to make computers function.

8. The trained model for evaluating sales progress as described in claim 7, characterized in that the trained model is trained by machine learning using as training data a series of reports on orders that have been won in the past and / or a series of reports on orders that have been lost in the past.

9. A trained model that evaluates the progress of sales based on reports from sales representatives and other managed personnel who report to a manager in an organization, In the organization, a series of reports on the received orders in the past and / or a series of reports on the lost orders in the past are used as training data for machine learning, Input the reports from the managed person and output the evaluation of the progress of sales. A trained model for sales progress evaluation to make computers function.

10. A method for generating a trained model that evaluates the progress of sales based on reports from sales representatives and other managed persons who report to a manager in an organization, comprising: a step of machine learning the answer information to questions about sales negotiations with customers or other sales partners, which are asked to one or more high-performing sales performers in the organization, from multiple perspectives that are considered to be linked to orders, such as what kind of response indicates that the sales partner is interested, the sales negotiations are progressing, and there is a high possibility of closing the deal, and / or what kind of response indicates that the sales partner is losing interest, the sales negotiations are receding, and there is a high possibility of losing the deal, which are considered to be linked to losses; A step of generating a learning model that outputs an evaluation of the progress of sales when a report from a person under management is input; A method for generating a trained model for sales progress evaluation, comprising:

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