Information Processing Apparatus, Information Processing Method, and Information Processing System

Abstract

The information processing apparatus 1 includes a performance data acquisition unit 131 that acquires performance data indicating the business performance of a plurality of sales representatives, a behavior history data acquisition unit 132 that acquires behavior history data indicating the relationship between the position and time of an information terminal used by a sales representative, associated with each of the plurality of sales representatives, a tendency identification unit 133 that identifies the tendency of the relationship between the performance data and the behavior history data, and an output unit 140 that outputs presentation information indicating the identified tendency.

Description

Technical Field

[0001] The present invention relates to an information processing apparatus, an information processing method, and an information processing system.

Background Art

[0002] Conventionally, a route sales support system for improving the efficiency of sales activities involving route tours has been known (see, for example, Patent Document 1).

Prior Art Documents

Patent Documents

[0003]

Patent Document 1

Summary of the Invention

Problems to be Solved by the Invention

[0004] In an organization conducting route sales, in order to improve the overall sales performance of the organization, it is important for sales representatives with good sales performance to analyze which customers they stay with, when, what they propose, register the results, and what to do to improve the conversion rate and sales, and share this information across the company. However, conventionally, this information sharing has not been possible, and there have been quite a few sales representatives in the organization who conduct inefficient sales.

[0005] Therefore, the present invention has been made in view of these points, and an object thereof is to propose an efficient way of selling.

Means for Solving the Problems

[0006] The information processing apparatus according to the first aspect of the present invention includes: a performance data acquisition unit that acquires performance data indicating the business performance of a plurality of salespersons; a behavior history data acquisition unit that acquires, for each of the plurality of salespersons, behavior history data indicating the relationship between the position and time of an information terminal used by the salesperson; a trend identification unit that identifies a trend in the relationship between the performance data and the behavior history data; and an output unit that outputs presentation information indicating the identified trend.

[0007] The performance data may include information on products sold by the salesperson. The trend identification unit may identify the trend in the relationship between the performance data of the salesperson corresponding to the performance data that satisfies a predetermined condition and the behavior history data, which is associated with the genre of the product included in the performance data. The output unit may output the presentation information indicating the trend for each genre of product.

[0008] The performance data may include attribute information of customers to whom the salesperson sold products. The trend identification unit may identify the trend in the relationship between the performance data of the salesperson corresponding to the performance data that satisfies a predetermined condition and the behavior history data, which is associated with the attributes of the customers included in the performance data. The output unit may output the presentation information indicating the trend for each attribute of the customers.

[0009] The trend identification unit may refer to geofence data in which each of a plurality of geofences, which are virtual position areas, is associated with a customer, identify the customer corresponding to the geofence, and identify the stay time at the position of the customer based on the time associated with the position of the customer in the behavior history data, thereby identifying the trend in the relationship between the performance data and the stay time.

[0010] The information processing apparatus may further include a customer identification unit that identifies customers for whom business activities are effective for each business means by extracting business means and customers in which the relationship between the amount of business activities or the length of activity time for the customers indicated by the action history data and the sales amount for the customers indicated by the performance data is a positive correlation, and a score calculation unit that calculates, for each customer, a total value of scores assigned based on the result of comparing at least one of the elements of the unvisited period or non-contact period with the customer, the elapsed period since the day when the customer last purchased a product, the frequency of product purchases by the customer, and the amount of the product purchased by the customer, included in the customer purchase data indicating the product purchase status of the customer, with a predetermined standard. The output unit may output the presentation information including a list in which the customers identified by the customer identification unit are arranged in descending order of the total value.

[0011] The information processing apparatus may further include a customer identification unit that, among customers whose sales amount specified based on the performance data is less than a predetermined threshold, identifies customers having the same attributes as customers whose sales amount is equal to or more than the predetermined threshold by referring to customer management data in which customers are associated with their attributes, and identifies the identified customers as priority customers for whom future business activities should be preferentially carried out. The output unit may output the presentation information indicating the priority customers.

[0012] The tendency identification unit may identify the tendency of the relationship between the performance data of the salesperson corresponding to the performance data satisfying a predetermined condition for the priority customer and the action history data.

[0013] The action history data may further include the communication history executed on the information terminal, and the information processing device, based on the action history data, determines the number of times or the time of execution of at least any one of the business means including the visit to the customer by the salesperson, the web call means with the customer by the salesperson, the means of making a phone call to the customer, and the means of sending a message to the customer. A business action specifying unit that specifies a business action history indicating the number of times or the time of execution of the business means, and among the plurality of business means included in the business action history of the first salesperson for the first customer corresponding to the performance data that satisfies a predetermined condition, the plurality of business means included in the business action history of the second salesperson for the first customer corresponding to the performance data that does not satisfy the predetermined condition. A business means specifying unit that specifies a business means that is executed more frequently than the above as an effective business means for the first customer, and the output unit may output the presentation information that associates and shows the business means specified by the business means specifying unit and the first customer.

[0014] The action history data may further include the communication history executed on the information terminal, and the information processing device, based on the action history data, determines the number of times or the time of execution of at least any one of the business means including the visit to the customer by the salesperson, the web call means with the customer by the salesperson, the means of making a phone call to the customer, and the means of sending a message to the customer. A business action specifying unit that specifies a business action history indicating the number of times or the time of execution of the business means, and a first activity amount that is the amount of the number of times or the time of execution of the business means by the first salesperson when the performance data satisfies a predetermined condition, and a second activity amount that is the difference within a predetermined range. And a salesperson specifying unit that specifies a second salesperson whose performance data does not satisfy the predetermined condition, and the output unit may output the presentation information indicating the second salesperson.

[0015] The output unit may output the presentation information indicating the business means with the largest number of times or the longest time executed by the first salesperson in association with the second salesperson.

[0016] When there is an unrecorded time period in the action history data where the position of the information terminal was not recorded because the information terminal could not receive radio waves for using the satellite positioning system or communication line, the information processing apparatus may further include an estimation unit that estimates the estimated position and estimated time of the information terminal in the unrecorded time period based on the first position and first time of the information terminal immediately before the unrecorded time period and the second position and second time of the information terminal immediately after the unrecorded time period.

[0017] The action history data acquisition unit may further acquire acceleration data indicating the acceleration of the information terminal, and the estimation unit may estimate the position and time of the information terminal between the first time and the second time based on the first position and the second position and the acceleration data corresponding to the period from the first time to the second time.

[0018] An information processing method according to a second aspect of the present invention includes: a performance data acquisition step of acquiring performance data indicating the business performance of a plurality of sales representatives, which is executed by a computer; an action history data acquisition step of acquiring action history data indicating the relationship between the position and time of an information terminal used by each of the plurality of sales representatives, in association with each of the plurality of sales representatives; a trend identification step of identifying a trend in the relationship between the performance data and the action history data; and an output step of outputting presentation information indicating the identified trend.

[0019] An information processing system according to a third aspect of the present invention includes an information processing device and an information terminal capable of communicating with the information processing device. The information processing device includes a performance data acquisition unit that acquires performance data indicating the business performance of a plurality of salespersons, an action history data acquisition unit that acquires action history data indicating the relationship between the position and time of the information terminal used by each of the plurality of salespersons in association with each salesperson, a trend identification unit that identifies the trend of the relationship between the performance data and the action history data, and a device communication unit that transmits presentation information indicating the identified trend to the information terminal. The information terminal includes a terminal communication unit that receives the presentation information transmitted from the information processing device and a display unit that displays the presentation information.

Effect of the Invention

[0020] According to the present invention, there is an effect that an efficient way of doing business can be proposed.

Brief Description of the Drawings

[0021]

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[0022] [Overview of Information Processing System S] Using FIG. 1, the outline of the information processing system S according to the present embodiment will be described. FIG. 1 is a diagram showing the configuration of the information processing system S. The information processing system S includes an information processing apparatus 1 and an information terminal 2. The information processing system S may operate in cooperation with a performance management system 3. The information processing system S may include other devices such as servers and terminals. The information processing system S identifies the tendency of the relationship between the business performance of sales representatives obtained from the performance management system 3 and the action history of sales representatives obtained from the information terminal 2, and outputs presentation information indicating the identified tendency, so that sales representatives can grasp an efficient way of doing business. That is, the information processing system S proposes a way of doing business to improve efficiency, contract rate, and sales.

[0023] The information processing apparatus 1 is a computer such as a server that identifies the tendency of the relationship between the business performance of sales representatives and the action history of sales representatives, and outputs presentation information indicating the identified tendency. In an organization that conducts route sales, since the way of doing business varies among sales representatives, there are also sales representatives who conduct inefficient business. In order to improve the business performance of the entire organization, it is important to analyze what actions are taken by sales representatives with good business performance or, conversely, what actions are taken by sales representatives with poor business performance, and share the analysis results throughout the organization.

[0024] However, conventionally, in organizations where this information sharing has not been possible, there has been a problem that the business performance of the entire organization has been struggling to grow. Therefore, the information processing apparatus 1 identifies the tendency of the relationship between the business performance of a plurality of sales representatives obtained from the performance management system 3 and the action history indicating the relationship between the position and time of the information terminal 2 used by the sales representatives obtained from the plurality of information terminals 2, and outputs presentation information indicating the identified tendency.

[0025] The information processing device 1 is connected to a plurality of information terminals 2 and a performance management system 3 via a communication network such as the Internet. The information terminal 2 is an information terminal used by sales representatives and is capable of communicating with the information processing device 1. The information terminal 2 is a portable terminal such as a smartphone or a tablet personal computer. The performance management system 3 is a server that manages the sales performance of sales representatives.

[0026] In this way, the information processing device 1 identifies the tendency of the relationship between the sales performance and the action history, and outputs presentation information indicating the identified tendency. By referring to this presentation information, a sales representative with poor sales performance can grasp the drawbacks and improvement points of their own sales activities, and a sales representative with good sales performance can further enhance their own sales activities. As a result, the overall sales performance of the organization is improved.

[0027] [Configuration of Information Processing Device 1] Next, the configuration of the information processing device 1 will be described. FIG. 2 is a diagram showing the configuration of the information processing device 1. As shown in FIG. 2, the information processing device 1 includes a device communication unit 11, a storage unit 12, and a control unit 13.

[0028] The device communication unit 11 is a communication interface for communicating with the information terminal 2 and the performance management system 3 via a communication network such as the Internet. The device communication unit 11 transmits presentation information indicating the tendency of the relationship between the performance data and the action history data to the information terminal 2.

[0029] The storage unit 12 is a storage medium including a ROM (Read Only Memory) and a RAM (Random Access Memory), etc. The storage unit 12 stores programs executed by the control unit 13. For example, the storage unit 12 stores an information processing program that causes the control unit 13 to function as a performance data acquisition unit 131, an action history data acquisition unit 132, a tendency identification unit 133, a customer identification unit 134, a score calculation unit 135, a sales action identification unit 136, a sales means identification unit 137, a sales representative identification unit 138, an estimation unit 139, and an output unit 140.

[0030] The memory unit 12 stores performance data, behavior history data, product management data, customer management data, geofence data, geofence location data, customer purchase data, and acceleration data.

[0031] Figure 3 is a diagram showing an example of performance data. The performance data is data indicating the business performance of a plurality of salespersons. In the performance data shown in Figure 3, a salesperson, the sales date, the product ID, the customer ID, and the sales amount are associated with each other.

[0032] The product ID is information for identifying the product sold by the salesperson to the customer. The customer ID is information for identifying the customer to whom the salesperson sold the product. Although not shown in the figure, in the performance data, expenses required for business activities, and gross profit amounts obtained by subtracting the expenses from the sales amount, etc. may be associated with the salesperson.

[0033] Figure 4 is a diagram showing an example of behavior history data. The behavior history data is data indicating the relationship between the position and time of the information terminal 2 used by each of a plurality of salespersons. In the behavior history data shown in Figure 4, a salesperson, the position of the salesperson, the time, and the communication history carried out by the salesperson are associated with each other. In the behavior history data shown in Figure 4, it is recorded where the salesperson was at what time. For example, the salesperson "Suzuki" in Figure 4 was at position P1 at time T1.

[0034] The position of the salesperson is the position of the information terminal 2 identified by the information terminal 2 based on the radio wave received from a satellite that transmits radio waves for specifying longitude and latitude, and is defined by, for example, a combination of longitude and latitude. The position information of the salesperson may be obtained using a mobile phone antenna or Wi-Fi (registered trademark). The time is the time when the information terminal 2 identified the position. The position and time are transmitted from the information terminal 2 to the information processing apparatus 1 at an arbitrary timing or at a predetermined time interval (for example, 1-minute interval).

[0035] The communication history is the history of communications executed on the information terminal 2. The communication history is, for example, a web call history with customers, a call history to customers, a message transmission history to customers, and the like.

[0036] FIG. 5 is a diagram showing an example of product management data. In the product management data shown in FIG. 5, a product ID and a product genre are associated. The product ID is an ID for identifying a product. The product genre may be a major genre indicating an industry, a medium genre indicating product classification within a specific industry, or a minor genre indicating differences in specifications within a specific product classification.

[0037] FIG. 6 is a diagram showing an example of customer management data. In the customer management data, a customer ID and customer attributes are associated. The customer ID is an ID for identifying a customer. The customer attributes are, for example, regional characteristics, company size, industry type, and merchandise.

[0038] FIG. 7 is a diagram showing an example of geofence data. The geofence data is data in which a plurality of geofences, which are virtual location areas, are each associated with a customer. A geofence refers to a geographical range surrounded by a virtual boundary line. In the geofence data shown in FIG. 7, a customer ID, a geofence ID, latitude, and longitude are associated. The customer ID is information for identifying a geofence. The latitude is the latitude of the location of the customer's company. The longitude is the longitude of the location of the customer's company. The geofence is represented by, for example, a circular area. In this case, the geofence is defined as a circle centered on a point corresponding to the latitude and longitude of the location of the customer's company and having a radius of a predetermined length (for example, 100 m). The size of the geofence may be different for each customer. In this case, the geofence data may include the size of the geofence associated with the customer ID.

[0039] FIG. 8 is a diagram showing an example of customer purchase data. The customer purchase data is data indicating the customer's product purchase situation. In the customer purchase data shown in FIG. 8, an unvisited period or an uncontacted period, an elapsed period, a purchase frequency, and a purchase amount are associated. The unvisited period or the uncontacted period is a period during which a salesperson has not visited the customer or there is no contact by means of sales other than a visit. The elapsed period is the elapsed period since the day when the customer last purchased a product. The purchase frequency is the average value of the frequency at which the customer purchases a product. The purchase amount is the amount of the product purchased by the customer, for example, the cumulative amount of the products purchased by the customer.

[0040] The acceleration data is data indicating the acceleration of the information terminal 2. The acceleration data is data in which a terminal ID for identifying the information terminal 2, a time, and an acceleration are associated.

[0041] The control unit 13 is, for example, a CPU (Central Processing Unit). By executing an information processing program stored in the storage unit 12, the control unit 13 functions as a performance data acquisition unit 131, a behavior history data acquisition unit 132, a tendency identification unit 133, a customer identification unit 134, a score calculation unit 135, a sales behavior identification unit 136, a sales means identification unit 137, a salesperson identification unit 138, an estimation unit 139, and an output unit 140. Details of the processing executed by each unit will be described later.

[0042] [Configuration of Information Terminal 2] Next, the configuration of the information terminal 2 will be described. FIG. 9 is a diagram showing the configuration of the information terminal 2. As shown in FIG. 9, the information terminal 2 includes a terminal communication unit 21, a display unit 22, a storage unit 23, and a control unit 24.

[0043] The terminal communication unit 21 is a communication interface for communicating with the information processing apparatus 1 via a communication network such as the Internet. The terminal communication unit 21 transmits to the information processing apparatus 1 a behavior history or the like indicating the relationship between the position and time of the information terminal 2 used by the salesperson. Further, the terminal communication unit 21 receives presentation information or the like indicating the tendency of the relationship between the performance data and the behavior history data.

[0044] The display unit 22 is constituted by, for example, a liquid crystal display, an organic EL (Electro-Luminescence) display, or the like. The display unit 22 displays various information according to the control of the display processing unit 241. The display unit 22 has a touch panel and may receive input of data by the user. The display unit 22 displays presentation information or the like indicating the tendency of the relationship between the achievement data and the action history data.

[0045] The storage unit 23 is a storage medium including a ROM, a RAM, and the like. The storage unit 23 stores programs executed by the control unit 24. For example, the storage unit 23 stores a program that causes the control unit 24 to function as the display processing unit 241 and the recording unit 242.

[0046] The control unit 24 is, for example, a CPU. The control unit 24 functions as the display processing unit 241 and the recording unit 242 by executing the programs stored in the storage unit 23.

[0047] The display processing unit 241 causes the display unit 22 to display various information. After receiving presentation information or the like indicating the tendency of the relationship between the achievement data and the action history data from the information processing apparatus 1 via the terminal communication unit 21, the display processing unit 241 causes the display unit 22 to display this presentation information or the like.

[0048] The recording unit 242 records the relationship between the position and time of the information terminal 2 used by the salesperson as an action history, and transmits the recorded action history to the information processing apparatus 1 via the terminal communication unit 21.

[0049] Hereinafter, details of various functions provided by the information processing system S will be described.

[0050] <First Embodiment: Identification of Tendency of Relationship between Business Performance and Action History> As a first embodiment, the basic operation for identifying the tendency of the relationship between the achievement data and the action history data will be described.

[0051] [Overview of Processing] Referring to FIG. 1, the outline of the processing executed by the information processing apparatus 1 will be described. The information terminal 2 records, as an action history, the relationship between the position and time of the information terminal 2 used by the salesperson, and transmits the recorded action history to the information processing apparatus 1. The information processing apparatus 1 obtains action history data indicating the relationship between the position and time of the information terminal 2 used by the salesperson by receiving the relationship between the position and time of the information terminal 2 from a plurality of information terminals 2 and associating it with each of the plurality of salespersons.

[0052] The information processing apparatus 1 obtains performance data from the performance management system 3 in order to identify the tendency of the relationship between the performance data and the action history data. Specifically, the information processing apparatus 1 transmits a query for obtaining the sales performance of the salesperson to the performance management system 3, and the performance management system 3 transmits performance data indicating the sales performance of the plurality of salespersons to the information processing apparatus 1. The information processing apparatus 1 identifies the tendency of the relationship between the sales performance and the action history based on the received performance data and the action history data.

[0053] Details of the tendency of the relationship between the sales performance and the action history will be described later. For example, it is the tendency of the relationship between the rank of the sales performance, the number of visits to customers and the length of the visit time within a predetermined period (for example, one month), or the ratio of a plurality of sales means. The information processing apparatus 1 may identify the tendency by genre of the product or by attribute of the customer.

[0054] The information processing apparatus 1 transmits presentation information indicating the identified tendency to, for example, the information terminal 2 used by the salesperson. Thereby, the salesperson can grasp the tendency of the relationship between the sales performance and the action history of other salespersons and utilize it for his / her own sales activities. The information processing apparatus 1 may also transmit the presentation information to the information terminal used by the manager of the salesperson. This makes it easier for the manager to guide the salesperson.

[0055] [Processing Executed by the Control Unit] As processing executed by the control unit in the first embodiment, the processing executed by the achievement data acquisition unit 131, the action history data acquisition unit 132, the tendency identification unit 133, and the output unit 140 will be described. FIG. 10 is a diagram showing the configuration of the control unit in the first embodiment.

[0056] The achievement data acquisition unit 131 acquires achievement data indicating the business achievements of a plurality of sales representatives. The achievement data acquisition unit 131, for example, sends an inquiry for acquiring the business achievements of the sales representatives to the achievement management system 3. Then, the achievement data acquisition unit 131 receives the business achievements sent from the achievement management system 3 via the device communication unit 11 and registers them in the storage unit 12 as achievement data (FIG. 3), thereby acquiring the achievement data. The achievement data acquisition unit 131 acquires the achievement data at a predetermined timing (e.g., the beginning of each month).

[0057] The action history data acquisition unit 132 acquires action history data showing the relationship between the position and time of the information terminal 2 used by each of a plurality of sales representatives, in association with each sales representative. The action history data acquisition unit 132, for example, receives the relationship between the position and time sent from the information terminals 2 of a plurality of sales representatives via the device communication unit 11. Then, the achievement data acquisition unit 131 registers the data associating this relationship with each of the plurality of sales representatives in the storage unit 12 as action history data (FIG. 4), thereby acquiring the action history data. The action history data acquisition unit 132 continuously acquires the action history data.

[0058] The tendency identification unit 133 identifies the tendency of the relationship between the achievement data and the action history data. The tendency identification unit 133, for example, first classifies a plurality of sales representatives into a plurality of achievement ranks based on the business achievements of the plurality of sales representatives indicated by the achievement data. For the business achievements, the tendency identification unit 133 classifies, for example, the top 25% of the sales representatives with high sales among the plurality of sales representatives belonging to the organization as rank A, the range from the top 25% to 75% as rank B, and the bottom 25% as rank C. Subsequently, the tendency identification unit 133 identifies the characteristics of the actions indicated by the action history for each of the classified ranks.

[0059] The tendency specifying unit 133 specifies, for example, for each rank of business performance, a statistical value (average value or median value) of the ratio of the number of business operations or business hours by a specific business means to the total number of business operations, a statistical value such as the number of business operations, business hours, or business frequency by a specific business means during a predetermined period, or a statistical average value of the number of visits to customers and the length of visit time.

[0060] In order to specify the length of time that a salesperson stayed at a customer's location, the tendency specifying unit 133 refers to geofence data (Fig. 7) in which each of a plurality of geofences, which are virtual location areas, is associated with a customer, and specifies the customer corresponding to the geofence. Subsequently, the tendency specifying unit 133 specifies the stay time at the customer's location by specifying the stay time at the location of the customer based on the time associated with the location of the specified customer in the action history data, thereby specifying the stay time at the customer's location.

[0061] Specifically, the tendency specifying unit 133 specifies, as the location of the customer, a location that enters the area indicated by the geofence data (Fig. 7) among the locations in the action history data (Fig. 4). Subsequently, the tendency specifying unit 133 specifies the stay time at the location of the customer based on, for example, the time associated with the location of the specified customer with reference to the action history data (Fig. 4).

[0062] The tendency specifying unit 133 may specify the tendency of the relationship between the performance data of a salesperson corresponding to performance data satisfying a predetermined condition and the action history data. The predetermined condition is a condition indicating good business performance or a condition indicating poor business performance. The condition indicating good business performance is, for example, that the sales amount is equal to or more than a predetermined threshold value, the sales amount is within the top 〇%, or the sales amount is within the top 〇 persons, etc. The condition indicating poor business performance is, for example, that the sales amount is less than a predetermined threshold value, the sales amount is less than the bottom 〇%, or the sales amount is less than the bottom 〇 persons, etc. The predetermined condition may be set by a management responsible person who manages the salesperson, or may be set individually by each salesperson.

[0063] The output unit 140 outputs presentation information indicating the identified tendency. For example, the output unit 140 outputs the presentation information indicating the identified tendency by transmitting it to the information terminal 2 used by the salesperson via the device communication unit 11. Alternatively, when the salesperson is within the company, the output unit 140 may output the presentation information indicating the identified tendency to a printer so that it can be printed.

[0064] In this way, by the tendency identification unit 133 identifying the tendency of the relationship between the performance data and the behavior history data, and the output unit 140 outputting the presentation information indicating the identified tendency, the salesperson who refers to this presentation information can grasp the tendency of the relationship between the sales performance and the behavior history of other salespersons, and thus can utilize it in their own sales activities.

[0065] Also, by the tendency identification unit 133 identifying the tendency of the relationship between the performance data and the behavior history data of salespersons with good sales performance as a predetermined condition, and the output unit 140 outputting the presentation information indicating the identified tendency, the salesperson who refers to this presentation information can compare the differences between the behaviors of salespersons with good sales performance and their own behaviors to grasp the drawbacks and improvement points of their own sales activities, or to enhance their own sales activities. On the other hand, by the tendency identification unit 133 identifying the tendency of the relationship between the performance data and the behavior history data of salespersons with poor sales performance as a predetermined condition, and the output unit 140 outputting the presentation information indicating the identified tendency, the salesperson who refers to this presentation information can pay attention not to conduct sales activities that are difficult to improve sales performance.

[0066] Incidentally, salespersons may sometimes want to analyze the relationship between sales performance and behavior history from the perspective of by product genre or by customer attribute. Therefore, as described below, the tendency identification unit 133 may identify the tendency of the relationship between sales performance and behavior history by product genre or by customer attribute.

[0067] When the performance data includes information on products sold by the salesperson, the tendency identification unit 133 identifies the tendency of the relationship between the performance data of the salesperson corresponding to the performance data that meets the predetermined conditions and the action history data, which is associated with the genre of the products included in the performance data. The tendency identification unit 133 identifies, for example, the product genre associated with the product ID included in the performance data by referring to the product management data (Figure 5) in which the product ID and the product genre are associated. Then, the tendency identification unit 133 identifies the tendency of the relationship between the performance data and the action history data for each identified product genre. The output unit 140 outputs presentation information indicating the tendency identified for each genre of the products.

[0068] When the performance data includes the attribute information of the customers to whom the salesperson sold the products, the tendency identification unit 133 identifies the tendency of the relationship between the performance data of the salesperson corresponding to the performance data that meets the predetermined conditions and the action history data, which is associated with the attributes of the customers included in the performance data. The tendency identification unit 133 identifies, for example, the customer attributes associated with the customer ID included in the performance data by referring to the customer management data (Figure 6) in which the customer ID and the customer attributes are associated. Then, the tendency identification unit 133 identifies the tendency of the relationship between the performance data and the action history data for each identified customer attribute. The tendency identification unit 133 may identify the tendency of the relationship between the performance data and the action history data for each specific attribute (for example, company scale) among the identified customer attributes. The output unit 140 outputs presentation information indicating the tendency identified for each attribute of the customers.

[0069] In this way, the tendency identification unit 133 identifies the tendency of the relationship between the business performance and the action history for each genre of products or each attribute of customers, and the output unit 140 outputs presentation information indicating the identified tendency. As a result, the salesperson can grasp the tendency suitable for the product genre of the product for which the salesperson is in charge of sales or the customer attribute of the customer for which the salesperson is in charge of sales. That is, a salesperson in charge of sales of a plurality of products or a plurality of customers can analyze what kind of sales actions are effective for each genre of products or each attribute of customers. Therefore, it becomes easier for the salesperson to perform sales actions suitable for the product genre or the customer attribute, and the salesperson's own business performance can be improved. Note that the tendency identification unit 133 may identify the tendency of the relationship between the performance data and the action history data for each combination of the product genre and the customer attribute.

[0070] The tendency identification unit 133 may identify the tendency of the relationship between the performance data of the salesperson corresponding to the performance data satisfying the predetermined conditions for each product genre or the predetermined conditions for each customer attribute and the action history data. Thereby, since the salesperson can analyze the sales actions of other salespersons who have left good business performance for products of a certain product genre or customers of a certain customer attribute, the salesperson's own business performance can be efficiently improved.

[0071] [Flow of processing executed by the control unit] The flow of processing executed by the control unit in the first embodiment will be described with reference to FIG. 11. FIG. 11 is a flowchart showing the flow of processing executed by the control unit in the first embodiment.

[0072] The performance data acquisition unit 131 acquires performance data indicating the business performance of a plurality of salespersons from the performance management system 3 at a predetermined timing (for example, the beginning of the month) (S1). The action history data acquisition unit 132 continuously receives the relationship between the position and time of the information terminal 2 from a plurality of information terminals 2, and thereby acquires action history data indicating the relationship between the position and time of the information terminal 2 used by each of the plurality of salespersons, associated with each salesperson (S2).

[0073] The tendency specific part 133 specifies the tendency of the relationship between the behavior history data continuously acquired by the behavior history data acquisition part 132 and the achievement data acquired by the achievement data acquisition part 131 at a predetermined timing (for example, the beginning of the month) (S3). The tendency specific part 133 may specify the tendency by genre of the product, or may specify the tendency by attribute of the customer. Further, the tendency specific part 133 may specify the tendency of the relationship between the achievement data and the staying time at the location of the customer. The output part 140 outputs presentation information indicating the specified tendency (S4).

[0074] <Second Embodiment: Presentation of Customers Who Should Prioritize Sales> As a second embodiment, a process of presenting customers who should prioritize sales will be described.

[0075] [Outline of the Process] The information processing apparatus 1 may present customers who should prioritize sales. An organization that conducts route sales often has a plurality of customers. Among the customers, there are those with a high sales effect where the salesperson's sales lead to the purchase of a product or the conclusion of a contract, and there are also those with a low sales effect where it is difficult for the salesperson's sales to lead to the purchase of a product or the conclusion of a contract. However, conventionally, since salespersons could not distinguish between customers with a high sales effect and those with a low sales effect, they sometimes used the same amount of effort for sales to customers with a low sales effect as for sales to customers with a high sales effect. As a result, there was a problem that the sales of the entire organization became inefficient. Therefore, the information processing apparatus 1 may identify customers with a high sales effect by multivariate analysis or cluster analysis, and output presentation information indicating the identified customers as customers who should prioritize sales.

[0076] In multivariate analysis, the information processing apparatus 1 identifies customers for whom there is a positive correlation between the amount of sales activities or the length of activity time for the sales activities with respect to the customers indicated by the action history data and the sales amount with respect to the customers indicated by the performance data, for each sales means. Since customers corresponding to a positive correlation are considered to have a relatively large sales effect, by outputting presentation information indicating the customers corresponding to the positive correlation from the information processing apparatus 1, the salesperson can identify the customers to whom sales should be prioritized and the sales means suitable for those customers.

[0077] Furthermore, the information processing apparatus 1 may calculate, for each customer, the total value of scores assigned based on the result of comparing at least one of the elements of the unvisited period or the non-contact period with respect to the customer, the elapsed period from the last purchase date, the purchase frequency, and the purchase amount included in the customer purchase data indicating the customer's product purchase situation, against a predetermined standard. Then, the information processing apparatus 1 outputs presentation information including a list in which the identified customers are arranged in descending order of the calculated total value of scores. This makes it easier for the salesperson to identify the customers to whom sales should be prioritized when there are many customers to whom sales should be prioritized.

[0078] In cluster analysis, the information processing apparatus 1 identifies, among customers with low sales amounts, customers having the same attributes as customers with high sales amounts, by referring to customer management data in which customers and their attributes are associated. Then, the information processing apparatus 1 outputs presentation information indicating the identified customers as priority customers for whom future sales activities should be prioritized.

[0079] In this way, the information processing apparatus 1 identifies customers with high sales effects by multivariate analysis or cluster analysis, and outputs presentation information indicating the identified customers as customers for whom sales should be prioritized. By referring to this presentation information, the salesperson can prioritize sales to customers with high sales effects. As a result, since efficient sales can be made for the entire organization, the sales performance of the entire organization improves.

[0080] [Processing Executed by the Control Unit in Multivariate Analysis] FIG. 12 is a diagram showing the configuration of the control unit 13 in the second embodiment. The control unit 13 of the second embodiment is different from that of the first embodiment in that it further includes a customer identification unit 134 and a score calculation unit 135. The processes executed by the customer identification unit 134, the score calculation unit 135, and the output unit 140 will be described as the processes executed by the control unit in the multivariate analysis of the second embodiment.

[0081] The customer identification unit 134 identifies customers for whom the business activities are effective for each business means by extracting business means and customers in which the relationship between the length of time for conducting business activities for the customers indicated by the behavior history data and the sales amount for the customers indicated by the performance data is a positive correlation.

[0082] For example, the customer identification unit 134 identifies, as the customer's position, a position within the area indicated by the geofence data (FIG. 7) among the positions in the behavior history data (FIG. 4). Subsequently, the trend identification unit 133, for example, refers to the behavior history data (FIG. 4) and identifies, for each customer, the length of time during which the salesperson conducted door-to-door sales during a predetermined period based on the time associated with the identified customer's position.

[0083] Also, the customer identification unit 134, for example, refers to the behavior history data (FIG. 4) and aggregates the times when communication histories exist to identify, for each customer, the length of time during which the salesperson conducted business by means of communication such as web calls, phone calls, or message sending during a predetermined period.

[0084] In this way, the customer identification unit 134 identifies, for each customer, the length of time for conducting business activities for each of a plurality of business means such as door-to-door sales, web call-based sales, phone-based sales, and message-sending-based sales.

[0085] Furthermore, the customer identification unit 134 identifies the sales amount for each customer by referring to the performance data (Figure 3), and thereby identifies the relationship between the number of sales activities or the length of activity time of each of the plurality of sales means and the sales amount. For example, the customer identification unit 134 plots, for each customer, the length of time of the sales activities of each of the plurality of sales means and the sales amount for each customer, either for each of a plurality of predetermined periods or for each of a plurality of sales representatives, and determines whether there is a positive correlation (for example, the correlation coefficient is greater than 0.4) between the two values, thereby extracting the sales means and customers with a positive correlation. For example, if the customer identification unit 134 compares the number of direct visits or the length of activity time to customer A in each month of a certain year with the sales amount to customer A in each month of that certain year and finds a positive correlation, it extracts customer A as a customer to whom visit sales should be preferentially conducted.

[0086] In this way, the customer identification unit 134 identifies, for each sales means, the customers for whom the sales activities are effective. The customer identification unit 134 may also identify the type of effective sales means for each customer. For example, the customer identification unit 134 identifies that, for customer A, direct visits are effective, while for customer B, telephone sales are effective.

[0087] The score calculation unit 135 calculates, for each customer, the total value of the scores assigned based on the result of comparing at least one of the elements including the unvisited period or uncontacted period to the customer, the elapsed period since the customer last purchased a product, the frequency at which the customer purchases a product, and the amount of the product purchased by the customer in the customer purchase data indicating the product purchase status of the customer with a predetermined standard.

[0088] For example, the score calculation unit 135 refers to the customer purchase data (Figure 8) and calculates, for each customer, the total value of the scores by assigning a predetermined score (for example, 1 point) for each element corresponding to one of the following elements. (Element) · The unvisited period or uncontacted period to the customer is equal to or longer than a predetermined period (for example, 3 months). · The elapsed period since the last purchase date is equal to or longer than a predetermined period (for example, 3 months). · The purchase frequency exceeds a predetermined threshold (e.g., the median frequency). · The purchase amount exceeds a predetermined threshold (e.g., the median amount).

[0089] And the output unit 140 outputs presentation information including a list in which the customers identified by the customer identification unit 134 are arranged in descending order of the total value calculated by the score calculation unit 135. For example, the output unit 140 outputs presentation information including a list in which the customers identified by the customer identification unit 134 are sorted in descending order of the total score (e.g., 0 to 4 points) given by the score calculation unit 135.

[0090] The score calculation unit 135 may add a score (e.g., 10 points) to the customers identified by the customer identification unit 134 where the length of the sales activity and the sales amount have a positive correlation. In this case, for example, even if the unvisited period or the non-contact period is long, customers for whom the sales effect is difficult to appear are less likely to be included in the list, so it is possible to suppress the salesperson from visiting customers for whom the sales effect is difficult to appear.

[0091] FIG. 13 is a diagram showing an example of a list of customers to whom sales should be prioritized. In this way, the output unit 140 outputs presentation information including a list in which the customers are arranged in descending order of the sales priority. By referring to this presentation information, the salesperson can preferentially conduct sales for customers who have a high sales priority and for whom the sales activity is effective but for whom the salesperson has not conducted much sales activity. As a result, the salesperson can efficiently improve their own sales performance.

[0092] Note that the output unit 140 may output presentation information including a list of effective sales means for each customer identified by the customer identification unit 134 as shown in FIG. 13. By referring to this presentation information, the salesperson can conduct sales using effective sales means for that customer. As a result, the salesperson can efficiently improve their own sales performance. In addition, the salesperson can eliminate the wasted time and labor generated by conducting sales using sales means that are not effective for that customer.

[0093] In the above example, the score calculation unit 135 has been described with an example of assigning a predetermined same score each time a customer meets one element. However, a score with weighting for important elements may be assigned. For example, the score calculation unit 135 refers to whether the customer has met each of the above elements in the past and the sales amount from the first Time point to the second Time point to the second Time point after the first Time point to the second

[0094] to the second

[0095] [Processing Executed by the Control Unit in Cluster Analysis] As processing executed by the control unit in the cluster analysis of the second embodiment, the processing executed by the customer identification unit 134 and the output unit 140 will be described.

[0096] The customer identification unit 134 identifies, with reference to customer management data in which customers and customer attributes are associated, customers having the same attributes as customers with a sales amount equal to or greater than a predetermined threshold among customers with a sales amount less than the predetermined threshold identified based on performance data. The customer identification unit 134 may identify the identified customers as priority customers for which future sales activities should be preferentially carried out.

[0097] The customer identification unit 134 calculates the sales amount for each customer for a predetermined period and for each combination of customers, for example, by referring to performance data (Figure 3). Subsequently, the customer identification unit 134 identifies, for example, customers whose calculated sales amount is less than a predetermined threshold (for example, less than XX yen, less than the bottom XX%, less than the bottom XX%). On the other hand, the customer identification unit 134 identifies, for example, customers whose calculated sales amount is equal to or greater than a predetermined threshold (for example, XX yen or more, within the top XX%, within the top XX ranks).

[0098] The customer identification unit 134 identifies, for example, by referring to customer management data (Figure 8), among the customers whose identified sales amount is less than a predetermined threshold, customers having the same attributes as the customers whose identified sales amount is equal to or greater than a predetermined threshold. Here, "having the same attributes" means that at least one of a plurality of attributes (regional characteristics, company size, industry type, merchandise, etc.) is the same.

[0099] The customer identification unit 134 may use data in which customers are classified into a plurality of groups according to the combination of the size of the sales amount for the customer and the size of the potential, in order to identify customers for whom business activities should be preferentially carried out. The potential is an index indicating the high probability of an increase in future sales amount, and increases when the industry of the customer is an expanding industry, when the sales growth rate of the customer is relatively high, or when the results of past business activities are small.

[0100] FIG. 14 is a diagram showing an example in which customers are divided into four groups based on the sales amount and potential of the customers. The size of the ellipse shown in FIG. 14 corresponds to the number of customers belonging to each group. The meaning of each group in FIG. 14 is as follows. The excellent customer group is a group of customers with high actual sales amounts and expected future increases in sales amounts. The high-potential group (priority customer group) is a group of customers with low actual sales amounts but expected future increases in sales amounts. The stagnant group is a group of customers with high actual sales amounts but no expected future increases in sales amounts. The low-potential group is a group of customers with low actual sales amounts and no expected future increases in sales amounts. The customer identification unit 134 identifies customers with sales amounts below the threshold and potentials above the threshold as the high-potential group (priority customer group) for which future sales activities should be prioritized.

[0101] Then, the output unit 140 outputs presentation information indicating the priority customers identified by the customer identification unit 134. The output unit 140 outputs, for example, presentation information including a list of customers in the high-potential group (priority customer group) identified by the customer identification unit 134. By referring to this presentation information, the salesperson can prioritize sales activities for customers for whom the sales activities are likely to lead to purchases of products or conclusion of contracts. As a result, the salesperson can efficiently improve their own sales performance. Also, the sales of the entire organization can be improved.

[0102] Note that the customer identification unit 134 may perform cluster analysis in combination with multivariate analysis. That is, in the multivariate analysis, among the customers included in the list in which the customers identified by the customer identification unit 134 are arranged in descending order of the total value calculated by the score calculation unit 135, the customer identification unit 134 may identify the customers in the high-potential group (priority customer group) identified by the customer identification unit 134 as customers with extremely high sales effects.

[0103] By the way, in the case where there is a salesperson who has already achieved good sales results for the priority customers identified in the cluster analysis, the sales actions of the salesperson can serve as a reference for other salespersons. Therefore, the trend identification unit 133 may identify the trend of the relationship between the salesperson's performance data and action history data corresponding to the performance data that satisfies a predetermined condition regarding the priority customers.

[0104] For example, the trend identification unit 133 refers to the performance data (Figure 3) to identify salespersons whose sales amount for a predetermined period regarding the priority customers is equal to or more than a predetermined threshold value (for example, equal to or more than 〇〇 yen, within the top 〇〇%, within the top 〇〇 ranks). Then, for the identified salespersons, the trend identification unit 133 identifies the trend of the relationship between the performance data and the action history data in the same manner as the method described in the first embodiment. The output unit 140 outputs presentation information indicating the identified trend. By referring to this presentation information, the salesperson can conduct sales for the priority customers with reference to the sales actions of the salespersons who have already achieved good sales results for the priority customers. As a result, the overall sales performance of the organization for the priority customers is improved.

[0105] <Third Embodiment: Presentation of Effective Sales Means for Each Customer> As a third embodiment, a process of presenting effective sales means (customer contact channels) for each customer will be described.

[0106] [Overview of the Process] An organization that conducts route sales often has a plurality of customers. Among the customers, there are customers for whom in-person sales are effective and customers for whom telephone sales are effective. That is, the effective sales means vary for each customer. However, conventionally, salespersons have not been able to distinguish which sales means are most effective for a certain customer, so they may conduct sales using ineffective sales means for the customer. As a result, there has been a problem that the sales become inefficient for the entire organization. Therefore, the information processing apparatus 1 may present effective sales means for each customer.

[0107] In order to present effective sales means for each customer, the information processing apparatus 1 first identifies a sales action history indicating the number of times or the time for which each salesperson has executed each sales means, based on action history data further including the communication history executed on the information terminal 2. Subsequently, the information processing apparatus 1 identifies, as an effective sales means for a certain customer, a sales means that has been executed more times than the plurality of sales means included in the sales action history for the certain customer by a second salesperson with poor sales performance, among the plurality of sales means included in the sales action history for the certain customer by a first salesperson with good sales performance. That is, the information processing apparatus 1 identifies, for a specific customer, a sales means that the first salesperson with good sales performance has executed more times than the second salesperson with poor sales performance. Then, the information processing apparatus 1 outputs presentation information that associates and shows the identified sales means with the certain customer.

[0108] In this way, the information processing apparatus 1 outputs presentation information that associates and shows an effective sales means for a certain customer with the certain customer. By referring to this presentation information, the salesperson can conduct sales using the effective sales means for that customer. As a result, since efficient sales can be made for the entire organization, the sales performance of the entire organization improves.

[0109] [Processing Executed by the Control Unit] FIG. 15 is a diagram showing the configuration of the control unit 13 in the third embodiment. The control unit 13 in the third embodiment is different from the control unit 13 in the first embodiment in that it further includes a sales action identification unit 136 and a sales means identification unit 137. As the processing executed by the control unit 13 in the third embodiment, the processing executed by the sales action identification unit 136, the sales means identification unit 137, and the output unit 140 will be described.

[0110] The sales action identification unit 136 identifies a sales action history indicating the number of times or the time for which at least any of the sales means such as customer visits by the salesperson, web call means with the customer by the salesperson, telephone call means to the customer, and message transmission means to the customer has been executed, based on action history data further including the communication history executed on the information terminal 2.

[0111] The sales activity specifying unit 136 specifies, for example, a Geo fence ID associated with a customer ID with reference to Geo fence data (FIG. 7). Subsequently, the sales activity specifying unit 136 specifies, as the number of times a salesperson has entered an area indicated by the Geo fence data (FIG. 7) within a predetermined period among the positions in the action history data (FIG. 4), the number of times of direct visits by the salesperson to the customer during the predetermined period. In this way, the sales activity specifying unit 136 specifies the number of times of sales by direct visits to the customer for each combination of the salesperson, the predetermined period, and the customer.

[0112] The sales activity specifying unit 136 specifies, for example, the time when a salesperson has conducted sales by direct visits to a customer for each combination of the salesperson, the predetermined period, and the customer, by aggregating the times associated with the positions of customers that fall within a range defined by the specified latitude, longitude, and size with reference to the action history data (FIG. 4).

[0113] Since the communication history includes information on how long communication has been conducted with which customer in addition to information on the communication means, the sales activity specifying unit 136 specifies, for example, the number of times and the time of sales by each communication means by the salesperson for each combination of the salesperson, the predetermined period, and the customer with reference to the action history data (FIG. 4).

[0114] The sales method specifying unit 137 specifies, as an effective sales method for the first customer, a sales method that has been executed more frequently than a plurality of sales methods included in the sales action history of the first customer of the first salesperson corresponding to performance data that satisfies a predetermined condition, among the plurality of sales methods included in the sales action history of the first customer of the second salesperson corresponding to performance data that does not satisfy the predetermined condition.

[0115] The business method specifying unit 137 specifies, for example, by referring to the performance data (Fig. 3), a salesperson whose sales amount for the first customer during a predetermined period meets a predetermined condition regarding the first customer (for example, the sales amount is equal to or more than a predetermined threshold value, the sales amount is within the top 〇%, or the sales amount is within the top 〇 persons, etc.) as the first salesperson. On the other hand, the business method specifying unit 137 specifies, for example, by referring to the performance data (Fig. 3), a salesperson whose sales amount for the first customer during a predetermined period does not meet the predetermined condition as the second salesperson.

[0116] Subsequently, the business method specifying unit 137 specifies, for example, by referring to the business action history specified by the business action specifying unit 136, a business method that the first salesperson executes more or longer than the second salesperson with respect to the first customer. The specified business method is an effective business method for the first customer.

[0117] Then, as shown in Fig. 16, the output unit 140 outputs presentation information that associates the business method specified by the salesperson specifying unit 138 with the first customer. Fig. 16 is a diagram showing an example of presentation information indicating effective business methods for each customer. In Fig. 16, a character string composed of alphabets and numbers is shown as the customer ID, but the customer ID may be the name of the customer. By referring to this presentation information, the salesperson can conduct business using an effective business method for that customer. As a result, the salesperson can efficiently improve their business performance.

[0118] <Fourth Embodiment: Presentation of Salespersons Requiring Improvement in Actions> As a fourth embodiment, a process of presenting a salesperson who needs to improve their actions will be described.

[0119] [Outline of the Process] An organization that conducts route sales usually consists of multiple sales representatives. Among the sales representatives, some have good sales performance while others do not. Among those with poor sales performance, some have low sales volume, while others have sufficient sales volume but poor sales methods. For the former, in order to improve sales performance, the sales volume should be increased. On the other hand, for the latter, since the sales volume is already sufficient and increasing it further would lead to overwork, in order to improve sales performance, the sales methods should be improved. In particular, by improving the sales methods of sales representatives who have sufficient sales volume but poor sales methods, it is possible to improve the overall sales performance of the organization without reducing the QOL (quality of life) from the perspective of the sales representatives and without increasing labor costs from the perspective of the users. Therefore, the information processing device 1 may present sales representatives who need to improve their actions.

[0120] In order to present sales representatives who need to improve their actions, the information processing device 1 first identifies a sales action history indicating the number of times or the time for which each sales representative has executed each sales method based on action history data that further includes the communication history executed on the information terminal 2. Subsequently, the information processing device 1 identifies a second sales representative whose sales volume indicated by the sales action history is equivalent to the sales volume of a first sales representative with good sales performance and who has poor sales performance. Then, the information processing device 1 outputs presentation information indicating the identified second sales representative. The presentation information may also include information on sales methods for which the number of times or the time executed by the first sales representative with good sales performance is large. The presentation information may also include information indicating the difference between the content of the sales executed by the first sales representative and the content of the sales executed by the second sales representative.

[0121] In this way, the information processing apparatus 1 outputs presentation information indicating a salesperson with poor sales performance despite relatively high sales volume. By referring to this presentation information, a salesperson with poor sales performance can recognize that they should improve their sales methods. Further, when the presentation information includes information on sales means that a salesperson with good sales performance has executed a large number of times or for a long time, a salesperson with poor sales performance can determine which specific sales means they should execute more in order to improve their own sales performance. As a result, efficient sales can be achieved for the entire organization, improving the sales performance of the entire organization.

[0122] [Processing Executed by the Control Unit] FIG. 17 is a diagram showing the configuration of the control unit 13 in the fourth embodiment. The control unit 13 in the fourth embodiment differs from the control unit 13 in the first embodiment in that it further includes a sales action specifying unit 136 and a salesperson specifying unit 138. As the processing executed by the control unit 13 in the fourth embodiment, the processing executed by the sales action specifying unit 136, the salesperson specifying unit 138, and the output unit 140 will be described.

[0123] Based on action history data that further includes the communication history executed on the information terminal 2, the sales action specifying unit 136 specifies a sales action history indicating the number of times or the time for which at least any of the following sales means has been executed by the salesperson: customer visits by the salesperson, web call means with the customer by the salesperson, telephone call means to the customer, and message sending means to the customer. The sales action specifying unit 136 specifies the number of times or the time for which the salesperson has executed the sales means for each combination of the sales means, the salesperson, and a predetermined period. Since the specific method is the same as the method described in the third embodiment, the description here is omitted.

[0124] The salesperson identification unit 138 identifies a first salesperson whose performance data meets a predetermined condition and who has a first activity volume, which is the number of times or the amount of time the first salesperson has executed sales means, and a second activity volume within a predetermined range of difference, and also identifies a second salesperson whose performance data does not meet the predetermined condition. For example, the salesperson identification unit 138 refers to the performance data (Figure 3) to identify, as the first salesperson, a salesperson whose sales amount during a predetermined period meets a predetermined condition (for example, the sales amount is equal to or more than a predetermined threshold value, the sales amount is within the top 〇%, and the sales amount is within the top 〇 persons, etc.).

[0125] For example, the salesperson identification unit 138 refers to the sales action history identified by the sales action identification unit 136 to identify, for a plurality of first salespersons, the average value of the cumulative number of times or the cumulative time when conducting sales using all sales means for a predetermined period. Specifically, for a certain month of a certain year, the salesperson identification unit 138 calculates the cumulative number of times or the cumulative time of sales conducted by a certain first salesperson. Then, the salesperson identification unit 138 calculates the average value of the cumulative number of times or the cumulative time of a plurality of first salespersons. This average value corresponds to the first activity volume.

[0126] For example, the salesperson identification unit 138 identifies a salesperson who has a second activity volume, which is the cumulative number of times or the cumulative time of sales conducted with a difference within a predetermined range (for example, within ±〇 times of the cumulative number of times of sales conducted, within ±〇 hours of the cumulative time of sales conducted) from the first activity volume. Further, for example, the salesperson identification unit 138 refers to the performance data (Figure 3) to identify a salesperson whose sales amount during a predetermined period does not meet the above-mentioned predetermined condition. For example, the salesperson identification unit 138 identifies, as the second salesperson, a salesperson who has the second activity volume and whose sales amount during a predetermined period does not meet the above-mentioned predetermined condition.

[0127] Then, as shown in FIG. 18, the output unit 140 outputs presentation information indicating the second salesperson. FIG. 18 is a diagram showing an example of the presentation information indicating the second salesperson who needs to improve their actions. By referring to this presentation information, a salesperson whose sales volume is sufficient but whose sales performance is not good because their sales method is not good can understand that they should improve their own sales method (activity quality). As a result, the salesperson can efficiently improve their own sales performance.

[0128] Also, as shown in FIG. 18, the output unit 140 may output presentation information indicating the sales means with the highest number of executions or the longest execution time by a first salesperson whose sales activity volume is equivalent to that of the second salesperson (within a predetermined range) in association with the second salesperson. The "sales means to be executed" in FIG. 18 is the sales means with the highest number of executions or the longest execution time by the first salesperson, and is the sales means that the second salesperson should execute more than the current situation. The output unit 140 may output, for example, presentation information indicating the sales means with the largest average value of the number of executions or the execution time of each sales means by a plurality of first salespersons during a predetermined period. By referring to this presentation information, a salesperson whose sales volume is sufficient but whose sales performance is not good because their sales method is not good can understand which specific sales means they should execute more to increase their own sales performance. As a result, the salesperson can efficiently improve their own sales performance.

[0129] <Fifth Embodiment: Improvement in Estimation Accuracy of Information Terminal Location> As a fifth embodiment, a process for improving the estimation accuracy of the position of the information terminal 2 will be described.

[0130] [Overview of the Process] The information processing apparatus 1 may have a function of improving the estimation accuracy of the position of the information terminal 2. A salesperson may go on business to places where radio waves for using a satellite positioning system or a communication line do not reach the information terminal 2 (such as underground, deep in the mountains, rural areas, and foreign countries). When there are customers in such places, it becomes difficult for the information processing apparatus 1 to obtain the behavior history data indicating the relationship between the position and time of the information terminal when the salesperson visits the customer, and thus it also becomes difficult to specify the tendency of the relationship between the performance data and the behavior history data.

[0131] Therefore, when there is an unrecorded time period during which the position of the information terminal 2 was not recorded because the information terminal 2 could not receive radio waves for using a satellite positioning system or a communication line, the information processing apparatus 1 estimates the position and time of the information terminal 2 in the unrecorded time period based on the position and time that could be obtained immediately before the unrecorded time period and the position and time that could be obtained immediately after the unrecorded time period. At this time, the information processing apparatus 1 uses the acceleration data to estimate the time included in the time period when the salesperson was stationary as the time of the information terminal 2 in the unrecorded time period.

[0132] In addition, the information processing apparatus 1 uses the acceleration data to estimate the means of transportation used by the salesperson before and after the time period when the salesperson was stationary. Subsequently, the information processing apparatus 1 uses the average speed of the estimated means of transportation to estimate the distance D0 from the position P0 of the information terminal 2 immediately before the unrecorded time period to the position to be estimated and the distance D1 from the position to be estimated to the position P1 of the information terminal 2 immediately after the unrecorded time period. Then, the information processing apparatus 1 estimates the position of the information terminal 2 in the unrecorded time period based on P0 and P1 and D0 and D1.

[0133] In this way, when there is an unrecorded time period during which the position of the information terminal 2 is not recorded, the information processing apparatus 1 estimates the position and time of the information terminal 2 during the unrecorded time period. As a result, the information processing apparatus 1 can also identify the tendency of the relationship between the performance data and the action history data of the salesperson who goes to work in a place where radio waves are hard to reach, and output presentation information indicating the identified tendency. By referring to the presentation information indicating this tendency, other salespersons can also conduct efficient sales for customers located in places where radio waves are hard to reach. As a result, the overall sales performance of the organization is improved.

[0134] [Processing Executed by Control Unit] FIG. 19 is a diagram showing the configuration of the control unit 13 in the fifth embodiment. The control unit 13 in the fifth embodiment is different from the control unit 13 in the first embodiment in that it further includes an estimation unit 139. The processing executed by the estimation unit 139 and the output unit 140 among the processing executed by the control unit 13 in the fifth embodiment will be described.

[0135] When there is an unrecorded time period in the action history data during which the information terminal 2 could not receive radio waves for using the satellite positioning system or communication line and thus the position was not recorded, the estimation unit 139 estimates the estimated position and estimated time of the information terminal 2 during the unrecorded time period based on the first position and first time of the information terminal 2 immediately before the unrecorded time period and the second position and second time of the information terminal 2 immediately after the unrecorded time period.

[0136] For example, in the action history data, the estimation unit 139 specifies, as the first time, the time closest to the unrecorded time period among the times before the unrecorded time period. For example, in the action history data, the estimation unit 139 specifies, as the first position, the position associated with the specified first time.

[0137] For example, in the action history data, the estimation unit 139 specifies, as the second time, the time closest to the unrecorded time period among the times after the unrecorded time period. For example, in the action history data, the estimation unit 139 specifies, as the second position, the position associated with the specified second time.

[0138] The estimation unit 139 calculates the moving speed, for example, by dividing the distance between the first position and the second position by the time difference between the first time and the second time. Then, the estimation unit 139 estimates, for example, at the first time, the estimated time as the time obtained by adding the elapsed time from the first time. Also, the estimation unit 139 estimates, for example, at the first position, the estimated position as the position obtained by adding the distance obtained by multiplying the calculated moving speed by the elapsed time from the first time.

[0139] When the action history data acquisition unit 132 further acquires acceleration data indicating the acceleration of the information terminal 2, the estimation unit 139 estimates the position and time of the information terminal 2 between the first time and the second time based on the first position and the second position and the acceleration data corresponding to the period from the first time to the second time.

[0140] The estimation unit 139 identifies the moving means, for example, by determining which moving means' acceleration data the acceleration data corresponding to the period from the first time to the second time is close to. Then, the estimation unit 139 estimates, for example, at the first time, the estimated time as the time obtained by adding the elapsed time from the first time. Also, the estimation unit 139 estimates, for example, at the first position, the estimated position as the position obtained by adding the distance obtained by multiplying the moving speed of the identified moving means by the elapsed time from the first time.

[0141] By the way, a salesperson does not always move at a constant speed and may change the moving means during the journey (for example, change from a car to walking). Therefore, the estimation unit 139 may estimate the estimated time and the estimated position after identifying the moving means of the salesperson between the first time and the second time. FIG. 20 is a diagram for explaining a method of identifying the moving means of a salesperson.

[0142] The estimation unit 139 specifies the position information and time information that could be obtained immediately before the unrecorded time period as the first position (referred to as P0) and the first time (T0 in FIG. 20). Further, the estimation unit 139 determines that the start time of the time indicating that the information terminal 2 was stationary in the acceleration data is the stay start time (T S ) at which the salesperson started staying at the customer's position.

[0143] Based on the acceleration data corresponding to the period from the first time (T0 in FIG. 20) to the stay start time (T S ), the estimation unit 139 identifies the means of transportation of the salesperson from the first time to the stay start time. Specifically, the estimation unit 139 identifies the means of transportation by determining which acceleration data of the means of transportation the acceleration data corresponding to the period from the first time to the stay start time is close to. In this example, the estimation unit 139 identifies the means of transportation as a car (''Moving by car'' in FIG. 20), and assumes that the average speed of the car is Va.

[0144] The estimation unit 139 estimates that the end time of the time indicating that the information terminal 2 was stationary in the acceleration data is the stay end time (T e ) at which the salesperson ended the stay at the customer's position. The estimation unit 139 estimates the time between the stay start time and the stay end time as the time when the salesperson was stationary (''Stationary'' in FIG. 20).

[0145] The estimation unit 139 specifies the position information and time information that could be obtained immediately after the stay end time (T e ) as the second position (referred to as P1) and the second time (T1 in FIG. 20).

[0146] The estimation unit 139 determines the stay end time (T eBased on the acceleration data corresponding to the period from the end time of stay to the second time (T1 in FIG. 20), the means of transportation of the salesperson during the period from the end time of stay to the second time is identified. Specifically, the estimation unit 139 identifies the means of transportation by determining which acceleration data of the means of transportation the acceleration data during the period from the end time of stay to the second time is close to. In this example, the estimation unit 139 identifies the means of transportation as walking (''Moving on foot'' in FIG. 20), and assumes that the average speed of walking is Vw.

[0147] Subsequently, the estimation unit 139 identifies the distance (denoted as D0) from the first position (P0) to the stay position (denoted as P) to be estimated. For example, the estimation unit 139 identifies the distance D0 based on the average speed Va of the vehicle, which is the means of business used by the salesperson during the period from the first time (T0) corresponding to the first position to the start time of stay (T S ). Specifically, the estimation unit 139 identifies D0 based on the calculation formula ''D0 = average speed Va of the vehicle × (start time of stay T S - first time T0)''.

[0148] The estimation unit 139 identifies the distance (denoted as D1) from the position (P) to be estimated to the second position (P1). For example, the estimation unit 139 identifies the distance D1 based on the average speed Vw of walking, which is the means of business used by the salesperson during the period from the end time of stay (T e ) to the second time (T1) corresponding to the second position. Specifically, the estimation unit 139 identifies D1 based on the calculation formula ''D1 = average speed Vw of walking × (second time T1 - end time of stay T e )''.

[0149] The estimation unit 139 estimates the time to be estimated based on, for example, the first position (P0) and the second position (P1), the distance (D0) from the first position to the position to be estimated, and the distance (D1) from the position to be estimated to the second position. For example, the estimation unit 139 obtains the time obtained by multiplying the ratio of the distance (D0) from the first position to the position to be estimated to the sum of the distance (D0) from the first position to the position to be estimated and the distance (D1) from the position to be estimated to the second position by the time difference between the second time (T1) and the first time (T0). That is, the estimation unit 139 performs the calculation of "(T1 - T0) × (D0 / (D0 + D1))". Then, the estimation unit 139 estimates, as the estimated time, the time obtained by adding the multiplied time to the first time (T0).

[0150] The estimation unit 139 estimates the position (P) to be estimated based on, for example, the first position (P0) and the second position (P1), the distance (D0) from the first position to the position to be estimated, and the distance (D1) from the position to be estimated to the second position, by any one of, for example, the following three methods.

[0151] The first method is a method of estimating the position (P) to be estimated using the line segment P0P1. FIG. 21 is a diagram for explaining the method of estimating the position to be estimated using a line segment. As shown in FIG. 21, the estimation unit 139 estimates, for example, the point obtained by dividing the line segment P0P1 in the ratio of D0:D1 as the position (P) to be estimated.

[0152] The second method is a method of estimating the position (P) to be estimated using the circle centered at P0 and the circle centered at P1. FIG. 22 is a diagram for explaining the method of estimating the position to be estimated using a circle. As shown in FIG. 22, the estimation unit 139 estimates, for example, the point closer to the customer's position among the intersection points (P, P') of the circle centered at P0 with radius D0 and the circle centered at P1 with radius D1 as the position (P) to be estimated.

[0153] The third method is a method for estimating a position (P) to be estimated in consideration of the terrain (roads, railways, etc.) near the customer. FIG. 23 is a diagram for explaining a method for estimating a position to be estimated in consideration of the terrain near the customer. As shown in FIG. 23, the estimation unit 139 estimates, for example, a point where the distance from P0 on the road is D0 and the distance from P1 on the road is D1 as the position (P) to be estimated.

[0154] In this way, when there is an unrecorded time period during which the position of the information terminal 2 is not recorded, the estimation unit 139 estimates the position and time of the information terminal 2 during the unrecorded time period. As a result, the tendency identification unit 133 can also identify the tendency of the relationship between the performance data and the action history data of the salesperson who goes to work in a place where radio waves are difficult to reach, and the output unit 140 can output presentation information indicating the identified tendency. By referring to this presentation information, other salespersons can also conduct efficient sales for customers located in places where radio waves are difficult to reach. As a result, the overall sales performance of the organization is improved.

[0155] As described above, the present invention has been described using embodiments. However, the technical scope of the present invention is not limited to the scope described in the above embodiments, and various modifications and changes are possible within the scope of the gist. For example, all or part of the device can be configured by being functionally or physically dispersed and integrated in any unit. Also, new embodiments resulting from any combination of a plurality of embodiments are included in the embodiments of the present invention. The effects of the new embodiments resulting from the combination have the effects of the original embodiments combined.

Explanation of Reference Numerals

[0156] 1 Information processing device 11 Device communication unit 12 Storage unit 13 Control unit 131 Performance data acquisition unit 132 Action history data acquisition unit 133 Tendency identification unit 134 Customer identification unit 135 Score calculation unit 136 Business Activity Specific Department 137 Business Method Specific Department 138 Business Person in Charge Specific Department 139 Deduction Department 140 Output Department 2 Information Terminal 21 Terminal Communication Department 22 Display Department 23 Memory Department 24 Control Department[[ID=?]] 241 Display Processing Department 242 Recording Department 3 Performance Management System S Information Processing System

Claims

1. A performance data acquisition unit that acquires performance data indicating the business performance of a plurality of sales representatives; An action history data acquisition unit that acquires, for each of the plurality of sales representatives, action history data indicating the relationship between the position and time of the information terminal used by the sales representative; A customer identification unit that identifies customers for whom it is effective to increase the volume of business activities for each business method by extracting business methods and customers in which the relationship between the volume of business activities for the customers indicated by the action history data and the sales amount for the customers indicated by the performance data is a positive correlation; A score calculation unit that calculates, for each customer, the total value of scores assigned based on the result of comparing at least one of the unvisited period or non-contact period with the customer, the elapsed period since the day when the customer last purchased a product, the frequency of product purchases by the customer, and the amount of the product purchased by the customer included in the customer purchase data indicating the product purchase status of the customer with a predetermined standard; An output unit that outputs presentation information including a list in which the customers identified by the customer identification unit are arranged in the order of the total value; An information processing apparatus having the above.

2. The score calculation unit assigns the score according to the contribution rate of the element to the sales amount to the customer who satisfies the predetermined standard for the element. The information processing apparatus according to Claim 1.

3. The score calculation unit calculates the contribution rate based on the correlation between whether or not the element related to the customer satisfied the predetermined standard at a first past point in time and the sales amount in the period from the first point in time to a second point in time after the first point in time identified by referring to the performance data. The information processing apparatus according to Claim 2.

4. The performance data includes information on products sold by the sales representative. The information processing apparatus further has a tendency identification unit that identifies the tendency of the relationship between the performance data and the action history data of the sales representative corresponding to the performance data that satisfies a predetermined condition, associated with the genre of the product included in the performance data; The output unit outputs the presentation information indicating the tendency by product genre. The information processing apparatus according to Claim 1.

5. The performance data includes attribute information of customers to whom the sales representative sold products. The information processing apparatus A tendency identifying unit that identifies a tendency of the relationship between the performance data of the salesperson corresponding to the performance data that satisfies a predetermined condition and the action history data, which is associated with the attributes of the customers included in the performance data. The output unit outputs the presentation information indicating the tendency for each attribute of the customers. The information processing apparatus according to claim 1.

6. By referring to the geofence data in which each of a plurality of geofences, which are virtual position areas, is associated with a customer, identifying the customer corresponding to the geofence, and identifying the stay time at the position of the customer based on the time associated with the position of the customer in the action history data, a tendency identifying unit that identifies a tendency of the relationship between the performance data and the stay time is further provided. The output unit outputs the presentation information indicating the tendency. The information processing apparatus according to claim 1.

7. The customer identification unit refers to customer management data in which customers and customer attributes are associated, and identifies, among customers whose sales amount specified based on the performance data is less than a predetermined threshold, customers having the same attributes as customers whose sales amount is equal to or more than the predetermined threshold, and identifies the identified customers as priority customers for which future sales activities should be prioritized. The output unit outputs the presentation information indicating the priority customers. The information processing apparatus according to claim 1.

8. A tendency identifying unit that identifies a tendency of the relationship between the performance data of the salesperson corresponding to the performance data that satisfies a predetermined condition with respect to the priority customers and the action history data is further provided. The information processing apparatus according to claim 7.

9. The action history data further includes a communication history executed on the information terminal. The information processing apparatus Based on the action history data, a business action identifying unit that identifies a business action history indicating the number of times or the time of execution of at least any of the business means of visiting a customer by the salesperson, web call means with the customer by the salesperson, telephone call means to the customer, and message transmission means to the customer. Among the plurality of sales means included in the sales action history of the first salesperson for the first customer corresponding to the performance data that satisfies the predetermined conditions, the sales means that is executed more than the plurality of sales means included in the sales action history of the second salesperson for the first customer corresponding to the performance data that does not satisfy the predetermined conditions is specified as an effective sales means for the first customer. A sales means specifying unit; further comprising; The output unit outputs the presentation information indicating the association between the sales means specified by the sales means specifying unit and the first customer. The information processing apparatus according to claim 1.

10. The action history data further includes a communication history executed on the information terminal. The information processing apparatus Based on the action history data, a sales action specifying unit that specifies a sales action history indicating the number of times or the time of execution of at least any of the sales means of visiting a customer by the salesperson, web conferencing means with the customer by the salesperson, means of making a phone call to the customer, and means of sending a message to the customer; A salesperson specifying unit that has a first activity amount that is the number of times or the amount of time that a first salesperson whose performance data satisfies a predetermined condition executes a sales means, and a second activity amount that is a difference within a predetermined range, and specifies a second salesperson whose performance data does not satisfy the predetermined condition; further comprising; The output unit outputs the presentation information indicating the second salesperson. The information processing apparatus according to claim 1.

11. The output unit outputs the presentation information indicating the sales means with the most number of times or the most time executed by the first salesperson in association with the second salesperson. The information processing apparatus according to claim 10.

12. In the action history data, when there is an unrecorded time period in which the position was not recorded because the information terminal could not receive radio waves for using a satellite positioning system or a communication line, based on the first position and the first time of the information terminal immediately before the unrecorded time period, and the second position and the second time of the information terminal immediately after the unrecorded time period, it further has an estimation unit that estimates the estimated position and the estimated time of the information terminal in the unrecorded time period. The information processing apparatus according to claim 1.

13. The action history data acquisition unit further acquires acceleration data indicating the acceleration of the information terminal. Based on the first position, the second position, and the acceleration data corresponding to the period from the first time to the second time, the estimation unit estimates the position and time of the information terminal during the period from the first time to the second time. The information processing apparatus according to claim 12.

14. Executed by a computer, A performance data acquisition step of acquiring performance data indicating the business performance of a plurality of sales representatives; An action history data acquisition step of acquiring, for each of the plurality of sales representatives, action history data indicating the relationship between the position and time of the information terminal used by the sales representative; A customer identification step of identifying customers for whom it is effective to increase the volume of business activities for each business means by extracting business means and customers in which the relationship between the volume of business activities for the customers indicated by the action history data and the sales amount for the customers indicated by the performance data is a positive correlation; A score calculation step of calculating, for each customer, the total value of scores assigned based on the result of comparing at least one of the elements of the unvisited period or non-contact period with the customer, the elapsed period since the day when the customer last purchased a product, the frequency of product purchases by the customer, and the amount of the product purchased by the customer in the customer purchase data indicating the product purchase status of the customer with a predetermined standard; An output step of outputting presentation information including a list in which the customers identified in the customer identification step are arranged in the order of the total value; An information processing method having the above.

15. An information processing apparatus and an information terminal capable of communicating with the information processing apparatus; The information processing apparatus includes: A performance data acquisition unit that acquires performance data indicating the business performance of a plurality of sales representatives; An action history data acquisition unit that acquires, for each of the plurality of sales representatives, action history data indicating the relationship between the position and time of the information terminal used by the sales representative; A customer identification unit that identifies customers for whom it is effective to increase the volume of business activities for each business means by extracting business means and customers in which the relationship between the volume of business activities for the customers indicated by the action history data and the sales amount for the customers indicated by the performance data is a positive correlation; A point calculation unit that calculates, for each customer, the total value of points assigned based on the result of comparing at least one of the elements of the unvisited period or uncontacted period to the customer, the elapsed period since the day the customer last purchased the product, the frequency with which the customer purchases the product, and the amount of the product purchased by the customer, with a predetermined standard; A device communication unit that transmits, to the information terminal, presentation information including a list in which the customers identified by the customer identification unit are arranged in the order of the total value; having; The information terminal is A terminal communication unit that receives the presentation information transmitted from the information processing device; A display unit that displays the presentation information; having; An information processing system.

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