Information processing device, trained model, model learning method, and model learning device

Abstract

[Problem] To manage personal information of a sales clients. [Solution] This information processing device includes: an information storage device including a company information storage unit that stores a plurality of different pieces of company information related to a plurality of sales client companies, and a personal information storage unit that stores a plurality of different pieces of personal information on a plurality of individuals employed by each company; and a retrieval unit that retrieves the company information and the personal information from the information storage device.

Description

Information processing device, trained model, model learning method, and model learning device

[0001] The technology disclosed herein relates to an information processing device, a trained model, a model learning method, and a model learning device.

[0002] Conventional sales support systems primarily aim to increase the success rate of an organization or individual by managing sales activities after acquiring a new project and visualizing and sharing progress. This is effective in industries with established supply chains where work flows from large companies to Tier 1 (first-tier companies) or Tier 2 (second-tier companies). However, in Japan's manufacturing industry, supply chains have collapsed, making new customer development and the associated acquisition of new projects important. Therefore, conventional sales support systems are insufficient, and there is a demand for sales support systems that can manage daily sales activities and contribute to supporting everything from new customer development to project acquisition. Patent Document 1 discloses a system that organizes in advance what sales representatives need to do at each stage of sales, gives instructions to sales representatives as they do so, quantitatively estimates the probability of winning an order based on the progress of the tasks, and manages the progress of sales negotiations based on the probability information.

[0003] JP 2018-55268 A

[0004] The system in Patent Document 1 does not manage personal information of sales targets, identify individuals at sales target companies, identify the sales process to be carried out, predict sales performance, identify the instructions that a sales representative's supervisor should give to that sales representative, or identify the sales representative who should be in charge of the sales process.

[0005] A first object of the technology of the present disclosure is to provide an information processing device capable of managing personal information of business targets.

[0006] A second objective of the technology disclosed herein is to provide a trained model, a model training method, and a model training device that are capable of identifying individuals at companies that are sales destinations.

[0007] A third objective of the technology disclosed herein is to provide a trained model, a model learning method, and a model learning device that are capable of identifying the sales process to be executed.

[0008] A fourth object of the technology disclosed herein is to provide a trained model, a model training method, and a model training device that are capable of predicting sales performance.

[0009] A fifth objective of the technology disclosed herein is to provide a trained model, a model learning method, and a model learning device that enable a sales representative's supervisor to identify the instructions that the sales representative should receive.

[0010] A sixth object of the technology disclosed herein is to provide a trained model, a model learning method, and a model learning device that are capable of identifying the sales representative who should be in charge of a sales process.

[0011] In order to achieve the first objective, the information storage device of the first aspect of the technology disclosed herein comprises a company information storage unit that stores multiple different pieces of company information regarding each of multiple sales target companies, and a personal information storage unit that stores multiple different pieces of personal information regarding each of multiple individuals working at each company.

[0012] In a second aspect, in the first aspect, the information storage device further includes an executed sales process storage unit that stores, in correspondence with each other, the executed sales processes executed by each of a plurality of sales representatives and the execution results of the executed sales processes.

[0013] In a third aspect, in the first aspect, the information storage device further includes an instruction-related information storage unit that stores instruction information in which the sales representative's supervisor instructs the sales representative on a sales process, and result information that indicates the results of sales conducted in accordance with the sales process.

[0014] In order to achieve the second objective, the trained model of the fourth aspect of the technology disclosed herein is trained using training data in which the information stored in the information storage device of the first aspect is used as input data and the information of individuals to whom sales should be made is used as output data, and information stored in the executed sales process storage unit described in claim 3.

[0015] In order to achieve the third objective described above, the trained model of the fifth aspect of the technology disclosed herein is trained using teaching data in which the executed sales process and the execution results stored in the sales process memory unit of the second aspect are used as input data, and the sales process to be executed is used as output data.

[0016] In order to achieve the fourth objective described above, the trained model of the sixth aspect of the technology of the present disclosure is trained using teaching data in which the executed sales process and the execution results stored in the sales process memory unit of the second aspect are used as input data, and the predicted value of sales performance within a specified period is used as output data.

[0017] In order to achieve the above-mentioned fifth objective, the trained model of the seventh aspect of the technology disclosed herein is trained using teaching data in which the instruction information stored in the instruction-related information storage unit of the third aspect is used as input data and the sales process to be instructed is used as output data.

[0018] In order to achieve the sixth objective described above, the trained model of the eighth aspect of the technology of the present disclosure is trained using teaching data in which the executed sales processes stored in the executed sales process memory unit of the third aspect and the execution results of the executed sales processes are used as input data, and the sales representative to be engaged in sales is used as output data.

[0019] In order to achieve the first object, a first aspect of the technology of the present disclosure makes it possible to manage personal information of sales targets.

[0020] The second aspect can manage the executed sales processes executed by each of a plurality of sales representatives and the execution results of the executed sales processes.

[0021] In the third aspect, it is possible to manage instruction information in which a sales representative's supervisor instructs the sales representative on a sales process, and result information that indicates the results of sales conducted in accordance with the sales process.

[0022] The fourth aspect makes it possible to identify information about individuals to whom sales should be made.

[0023] The fifth aspect can specify the sales process to be executed.

[0024] The sixth aspect can specify a predicted value of business performance within a predetermined period.

[0025] The seventh aspect can specify the sales process to be instructed.

[0026] The eighth aspect makes it possible to identify the sales person who should make the sales.

[0027] FIG. 1 is a block diagram of the sales management system 10. FIG. 2 is a diagram showing the storage contents of the information storage device 26. FIG. 3 is a diagram showing the storage contents of the company information storage unit 42. FIG. 4 is a diagram showing the storage contents of the personal information storage unit 44. FIG. 5 is a diagram showing the storage contents of the sales process storage unit 46. FIG. 6 is a diagram showing the storage contents of the planned sales process storage unit 48. FIG. 7 is a diagram showing the storage contents of the sales performance storage unit 50. FIG. 8 is a diagram showing the storage contents of the sales performance forecast value storage unit 52. FIG. 9 is a diagram showing the storage contents of the instruction-related information storage unit 54. FIG. 10 is a diagram showing the storage contents of the search condition storage unit 56. FIG. 11 is a timing chart of the processes of searching for sales target companies, identifying sales target individuals, and identifying sales processes in the sales management system 10. FIG. 12 is a timing chart of the processes of storing sales processes executed by sales representatives, updating and predicting sales performance, and presenting the sales processes of top performers in the sales management system 10. FIG. 13 is a timing chart for identifying and displaying the sales status of a sales representative and for instructions from a supervisor to the sales representative in the sales management system 10. FIG. 14 is a timing chart for selecting a sales representative to be in charge of a sales process to be executed in the sales management system 10. FIG. 15 is a timing chart for searching for a sales process corresponding to the execution result in the sales management system 10. FIG. 16 is a timing chart for searching for search conditions for top performers in the sales management system 10. FIG. 17 is a timing chart for searching for search conditions corresponding to ranking information in the sales management system 10.

[0028] Hereinafter, embodiments of the technology of the present disclosure will be described with reference to the drawings.

[0029] (Configuration) FIG. 1 is a block diagram of a sales management system 10. As shown in FIG. 1, the sales management system 10 includes an information processing device 12 and multiple sales department systems 14G1, 14G2, etc. The information processing device 12 and the multiple sales department systems 14G1, 14G2, etc. are communicatively connected via a network 15, such as an in-house local area network (LAN) or the Internet. The information processing device 12 includes a computer 20. The computer 20 includes a CPU 30, a ROM 32, a RAM 34, and an input / output (I / O) port 36. The CPU 30, the ROM 32, the RAM 34, and the input / output (I / O) port 36 can communicate with each other via a bus 38. The input device 22, the display device 24, the information storage device 26, and the communication device 28 are connected to the input / output (I / O) port 36.

[0030] Since each of the multiple sales department systems 14G1, 14G2, ... has the same configuration, the sales department system 14G1 will be used as an example for explanation, and explanations of the other sales department systems 14G2, ... will be omitted. The sales department system 14G1 includes multiple sales representative terminals 16 and a supervisor terminal 18. The configurations of each of the multiple sales representative terminals 16 and the supervisor terminal 18 are similar to those of the information processing device 12, and therefore explanations thereof will be omitted.

[0031] The sales management system 10 includes a plurality of sales department systems 14G1, 14G2, .... The technology of the present disclosure is not limited to this, and the sales management system 10 may include only one sales department system 14G1.

[0032] The sales department system 14G1 includes a plurality of sales representative terminals 16 and one supervisor terminal 18. The technology of the present disclosure is not limited to this, and the sales department system 14G1 may include only one sales representative terminal 16 and one supervisor terminal 18.

[0033] The information storage device 26 is provided in the information processing device 12. However, the technology of the present disclosure is not limited to this, and the information storage device 26 may be located remotely so as to be able to communicate with the information processing device 12 via the Internet.

[0034] Fig. 2 is a diagram showing the contents stored in the information storage device 26. As shown in Fig. 2, the information storage device 26 includes a company information storage unit 42, a personal information storage unit 44, a sales process storage unit 46, a scheduled sales process storage unit 48, a sales performance storage unit 50, a sales performance forecast value storage unit 52, an instruction-related information storage unit 54, and a search condition storage unit 56.

[0035] The information storage device 26 stores a first trained model (for identifying individuals to whom sales should be made) 62, a second trained model (for identifying sales processes to be executed) 64, a third trained model (for predicting sales performance) 66, a fourth trained model (for identifying instruction information (sales processes) to be instructed) 68, and a fifth trained model (for selecting sales representatives) 70.

[0036] The information storage device 26 stores a first model learning program (for learning a first trained model) 72, a second model learning program (for learning a second trained model) 74, a third model learning program (for learning a third trained model) 76, a fourth model learning program (for learning a fourth trained model) 78, and a fifth model learning program (for learning a fifth trained model) 80.

[0037] The information storage device 26 includes an output program 82 for individuals to be sold, an output program 84 for sales processes to be executed, a sales performance prediction program 86, an output program 88 for instruction information to be instructed, and a program 90 for selecting sales representatives.

[0038] The CPU 30 reads the first model learning program 72 to the fifth model learning program 80 from the information storage device 26 into the RAM 32 and executes them in the RAM 32, thereby learning (i.e., relearning) the first trained model 62 to the fifth trained model 70. The CPU 30 executes the first model learning program 72 to the fifth model learning program 80, thereby performing each model learning method.

[0039] The information processing device 12 is an example of a "model learning device" of the technology of the present disclosure.

[0040] The CPU 30 reads from the information storage device 26 an output program 82 for individuals to be sold, an output program 84 for the sales process to be executed, a sales performance prediction program 86, an output program 88 for instruction information to be instructed, and a sales representative selection program 90 into RAM 32 and executes them in RAM 32.

[0041] FIG. 3 is a diagram showing the contents of the company information storage unit 42. As shown in FIG. 3, the company information storage unit 42 stores a plurality of different company information items related to a plurality of sales destination companies. For example, company name 42A1, capital 42A2, date of establishment 42A3, number of employees 42A4, region 42A5, etc. are stored. Customers can be classified into appropriate segments based on the company name 42A1, capital 42A2, date of establishment 42A3, number of employees 42A4, region 42A5, etc. For Company A 42A, the following are stored: company name 42A1: "Corporation A," capital 42A2: "85 million yen," date of establishment 42A3: "July 1966 (Showa 41)," number of employees 42A4: "206," and region 42A5: "Osaka Prefecture."

[0042] FIG. 4 is a diagram showing the contents of the personal information storage unit 44. As shown in FIG. 4, the personal information storage unit 44 stores multiple different pieces of personal information for each of multiple individuals working at each company. The personal information includes the individual's name 44A1, age 44A2, job title 44A3, past purchase history 44A4, interests 44A5, etc., and the name of the company where the individual works 44A6. For example, for individual A, the name 44A1 is "Ichiro Suzuki," the age 44A2 is "50 years old," the job title 44A3 is "Development Department Manager," the past purchase history 44A4 is "△ units of XX product," the interests 44A5 are "durable products," and the company name 44A6 is "A Co., Ltd." As such, the information storage device 26 includes the personal information storage unit 44 in addition to the company information storage unit 42, and thus can be used in a sales process that prioritizes individuals over companies and targets individuals who have motivations and decisions regarding product purchases.

[0043] FIG. 5 is a diagram showing the contents stored in the sales process storage unit 46. As shown in FIG. 5, the sales process storage unit 46 stores information about the executed sales processes executed by each of multiple sales representatives and the results of the executed sales processes, in association with each other. A sales process is a series of procedures or activities that a sales representative performs with a prospective customer (i.e., a potential client) or a customer in order to secure an order for a product or service. This includes steps such as identifying a target (i.e., an individual sales destination), approaching the target (i.e., contacting the target), hearing from the target about their needs, making a proposal to the target, negotiating with the target, closing (concluding a contract), and follow-up. For example, information about an executed sales process may include a "sales negotiation" or "project name" 46A1, "when the customer was contacted" 46A2, "contents of the meeting held" 46A3, and "tools used in the meeting" 46A4. The "Meeting Details Held" 46A3 contains information about the stage of the sales process, specifically, for example, the first meeting to introduce the customer, a detailed explanation of the product after multiple meetings, and an explanation of the estimated price of the product after the detailed explanation. The execution results 46A5 of the executed sales process include, for example, a "request for quotation," a "request for product description," a "request for proposal," a "request for meeting," and a "sales refusal" from the individual at the sales destination. If the result is before the sales process is created, "negotiation" is stored, and if the result is after the sales process is created, "negotiation" is stored. A sales process is created when the salesperson needs to take action in accordance with instructions from the individual at the sales destination. For example, for salesperson A, "negotiation" or "negotiation name" 46A1 is stored as "negotiation," "When did you contact the customer?" 46A2 is stored as "Contacted Ichiro Suzuki of Company A on April 15, 2024 at 3:00 PM," "Meeting Details Held" 46A3 is stored as "Request for a meeting to explain Product X," and "Tools Used in the Meeting" 46A4 is stored as "Phone Call."The execution result 46A5 of an executed sales process may be stored as, for example, "At 15:00 on April 29, 2024, Suzuki Ichiro of Co., Ltd. requested a meeting at Co., Ltd. to explain the performance of product X, and instructed that a description of product X's performance be sent by email to Suzuki Ichiro of Co., Ltd. by April 22, 2024." In this way, the sales process storage unit 46 stores, for each sales representative, which individual of which company, for which product, what tools were used, what sales were made, and what the results of the sales were. The stored contents of "Negotiation" or "Project Name" 46A1 indicate whether each sales process has been turned into a project or not.

[0044] FIG. 6 is a diagram showing the contents of the scheduled sales process storage unit 48. As shown in FIG. 6, the scheduled sales process storage unit 48 stores the scheduled sales processes that each of multiple sales representatives plans to execute. The scheduled sales processes store, for example, "by what time" 48A1 and "what to do" 48A2. For example, for sales representative A, as described above, the execution result 46A5 of the executed sales process (see FIG. 5) is "Suzuki Ichiro of Co., Ltd. A requested a meeting to explain the performance of product X at Co., Ltd. A at 15:00 on April 29, 2024, and instructed that a description of the performance of product X be sent by email to Suzuki Ichiro of Co., Ltd. A by April 22, 2024." Therefore, "by what time" 48A1 is stored as "by April 22, 2024," and "what to do" 48A2 is stored as "send a description of the performance of product X to Suzuki Ichiro of Co., Ltd. A by email."

[0045] FIG. 7 is a diagram showing the contents of the sales performance storage unit 50. As shown in FIG. 7, the sales performance storage unit 50 stores the sales performance of each of a plurality of sales representatives and at least one of a plurality of sales departments (in this embodiment, both) to which the sales representatives belong within a predetermined period. Examples of the sales performance of a sales representative include "new appointment success (monthly average)" 50A1, "number of negotiations (monthly average)" 50A2, and "number of deals converted (monthly average)" 50A3. For example, for sales representative A, "a" is stored as "new appointment success (monthly average)" 50A1, "b" is stored as "number of negotiations (monthly average)" 50A2, and "c" is stored as "number of deals converted (monthly average)" 50A3. Examples of the sales performance of a sales department include "new appointment success (monthly average)" 50N1, "number of negotiations (monthly average)" 50N2, and "number of deals converted (monthly average)" 50N3. For example, for the first sales department, "X cases" are stored as "new appointment success (monthly average)" 50N1, "Y cases" as "number of business negotiations (monthly average)" 50N2, "Z cases" as "number of deals converted (monthly average)" 50N3, etc. In this way, the sales performance storage unit 50 stores the sales performance within a predetermined period of each of a plurality of sales representatives and each of a plurality of sales departments to which the sales representatives belong, so that the results of sales activities can be visualized and sales activities can be tracked.

[0046] FIG. 8 is a diagram illustrating the contents of the sales performance forecast storage unit 52. As shown in FIG. 8, the sales performance forecast storage unit 52 stores forecast values ​​of sales performance within a predetermined period for each of a plurality of sales representatives and at least one of a plurality of departments to which the sales representatives belong (in this embodiment, both). Examples of sales performance forecast values ​​for a sales representative include "new appointment success (monthly average)" 52A1, "number of negotiations (monthly average)" 52A2, and "number of deals converted (monthly average)" 52A3. For example, for sales representative A, "d new appointment success (monthly average)" 52A1, "e number of negotiations (monthly average)" 52A2, and "f number of deals converted (monthly average)" 52A3 are stored. Furthermore, examples of sales performance forecast values ​​for a sales department include "new appointment success (monthly average)" 52N1, "number of negotiations (monthly average)" 52N2, and "number of deals converted (monthly average)" 52N3. For example, for Sales Department 1, "L cases" are stored as "New appointments successfully made (monthly average)" 52N1, "M cases" are stored as "Number of sales negotiations (monthly average)" 52N2, and "N cases" are stored as "Number of cases converted (monthly average)" 52N3.

[0047] 9 is a diagram showing the contents stored in the instruction-related information storage unit 54. As shown in FIG. 9, the instruction-related information storage unit 54 stores instruction information in which a sales representative's superior (i.e., manager) instructs the sales representative on the sales process, and result information indicating the results of sales performed by the sales representative in accordance with the instructions. As instruction information, "sales status" 54AA1, "instruction content (specific instruction content and time of instruction)" 54AA2, etc. are stored. As result information, "result" 55AA3 is stored. For example, for Manager I of Sales Representative A, the following is stored as "Sales Status" 54AA1: "The performance description of the XX product was not sent by email to Suzuki Ichiro of Co., Ltd. A by the deadline of April 22, 2024," "Instructions" 54AA2: "An instruction was given on April 25, 2024 to promptly send the performance description of the XX product by email to Suzuki Ichiro of Co., Ltd. A," and "Results" 55AA3: "The performance description of the XX product was sent by email to Suzuki Ichiro of Co., Ltd. A on April 25, 2024. A quote for the XX product was then requested."

[0048] FIG. 10 is a diagram showing the contents stored in the search condition storage unit 56. As shown in FIG. 10, the search condition storage unit 56 stores which sales representatives used which search conditions. Search conditions are conditions for identifying companies to which sales representatives are making sales. In this embodiment, each of multiple sales representatives can search for and use search conditions used by other sales representatives. The search condition storage unit 56 stores the number of times that a search condition has been used and ranking information for the number of times that use has been used, corresponding to the search condition. In this embodiment, the search conditions are sorted according to the ranking information. For example, the column 56N1 for the number-of-times ranking information that is number 1 stores "Sales Representative A," search conditions such as "date of company establishment, region, industry, job title, . . . ," the number of times that the search condition has been used is "n times," and the ranking of the number of times that the search condition has been used is "number 1." Additionally, the column 56N2 with the second-place ranking information for the number of times used stores "Salesperson A," the search criteria "company capital, number of employees, industry, ...," the number of times the search criteria has been used "m (<n) times," and the ranking of the number of times the search criteria has been used is "second place." All other search criteria are stored in association with the salesperson, number of times used, and ranking information.

[0049] 5 to 10, "Salesperson A" and the like are the IDs of salesperson A. The search conditions may be conditions for identifying individuals who work at the companies to which sales are made.

[0050] Next, the first trained model 62 to the fifth trained model 70 will be described.

[0051] The first trained model 62 is a model for identifying individuals to whom sales should be made, trained according to the first model learning program 72 using training data in which search conditions stored in the search condition storage unit 56 are used as input data and information about individuals to whom sales should be made as output data, and information (auxiliary data) stored in the sales process storage unit 46. Companies to whom sales should be made are identified based on the search conditions, and the information stored in the sales process storage unit 46 shows what results were obtained when a sales process was performed on which individual within that company. In other words, there is a certain correlation between the search conditions and individuals to whom sales should be made. Therefore, a trained model for identifying individuals to whom sales should be made can be generated.

[0052] The second trained model 64 is a model for identifying the sales process to be executed, trained according to the second model learning program 74 using teaching data in which the search conditions stored in the search condition storage unit 56 are used as input data and the sales process to be executed as output data, and information (auxiliary data) stored in the sales process storage unit 46. The search conditions identify the companies to which sales should be made, and the information stored in the sales process storage unit 46 indicates what results were obtained when a certain sales process was executed. In other words, there is a certain correlation between the search conditions and the sales process to be executed. Therefore, a trained model for identifying the sales process to be executed can be generated.

[0053] The third trained model 66 is a model for predicting sales performance that has been trained according to the third model learning program 76 using training data in which the executed sales processes and their results stored in the sales process storage unit 46 are used as input data and the predicted values ​​of the sales performance of each salesperson and each sales department within a specified period are used as output data, and the sales performance (auxiliary data) of each salesperson and each sales department within a specified period stored in the sales performance storage unit 50. Knowing the executed sales processes and their results allows the sales performance of each salesperson and each sales department within a specified period to be predicted based on the sales performance of each salesperson and each sales department within a specified period in the past. In other words, there is a certain correlation between the executed sales processes and their results and the predicted values ​​of the sales performance of each salesperson and each sales department within a specified period. Therefore, a trained model for identifying the predicted values ​​of the sales performance of each salesperson and each sales department within a specified period can be generated.

[0054] The fourth trained model 68 is a model for identifying instruction information (sales process) to be instructed, which is trained according to the fourth model learning program 78 using teaching data in which the sales situation, including the sales stage, is used as input data and the instruction information to be instructed is used as output data, along with the executed sales processes and the execution results (auxiliary data) of the executed sales processes stored in the sales process storage unit 46. When a supervisor gives instructions to a sales representative based on the sales situation, the sales representative executes the sales process according to the instructions, and the executed sales process and its results are stored in the sales process storage unit 46, thereby identifying what instructions will produce what results. In other words, there is a certain correlation between the sales situation and instruction information to obtain sales results. Therefore, a trained model for identifying instruction information can be generated.

[0055] The fifth trained model 70 is a model for selecting sales representatives, trained according to the fifth model learning program 80 from teaching data in which the sales process is input data and the sales representative to be in charge of sales is output data, as well as executed sales processes stored in the sales process storage unit 46 and the execution results (auxiliary data) of the executed sales processes. The executed sales processes stored in the sales process storage unit 46 and the execution results of the executed sales processes indicate what results will be obtained when which sales representative executes which sales process. In other words, there is a certain correlation between the sales process and the sales representative to obtain sales results. Therefore, it is possible to generate a trained model for identifying the sales representative to be in charge of an executed sales process that is the same as or similar to the sales process to be executed.

[0056] (Operation) Next, the operation of this embodiment will be described.

[0057] 11 is a timing chart of the processes for searching for sales target companies, identifying sales target individuals, and identifying sales processes in the sales management system 10. The information processing device 12 executes an output program 82 for individuals to be sold to (steps 214, 218) and an output program 84 for sales processes to be executed (steps 216, 218).

[0058] In step 102, the sales representative terminal 16 accepts input of an ID (identification) by the sales representative for identifying the sales representative, and in step 104 accepts input of search conditions (e.g., "date of company establishment, region, industry, job title, etc.") by the sales representative. In step 106, the sales representative terminal 16 transmits the ID and search conditions to the information processing device 12.

[0059] In the information processing device 12, in step 202, the CPU 30 receives the ID and the search conditions via the communication device 28, and in step 204, the CPU 30 searches for a company name that corresponds to the search conditions from the company information storage unit 42. In step 206, the CPU 30 transmits the searched company name to the sales representative terminal 16 via the communication device 28.

[0060] The communication device 28 in step 202 is an example of a "communication unit that receives search conditions" in the technology of the present disclosure. The CPU 30 in step 204 is an example of a "search unit" in the technology of the present disclosure. The ID that identifies the sales representative is an example of "sales representative information" in the technology of the present disclosure.

[0061] The sales representative terminal 16 receives the company name in step 108, and displays the company name on a display device (not shown) in step 110.

[0062] In the information processing device 12, after step 206, in step 208, the CPU 30 stores the search conditions in the search condition storage unit 56. More specifically, if the search conditions received in step 202 are not stored in the search condition storage unit 56, the search conditions are stored in the search condition storage unit 56. In this case, 1 is stored in the number of uses field. If the search conditions received in step 202 are stored in the search condition storage unit 56, the number of uses corresponding to the search conditions already stored is incremented by 1.

[0063] In step 212, the CPU 30 updates the ranking of each search condition. For example, if the search condition received in step 202 was ranked third and the difference in the number of times it was used from the second-place condition was one, the third-place search condition will now be used the same number of times as the second-place search condition, and the search condition received in step 202 will be ranked second.

[0064] In step 214, the CPU 30 inputs the search criteria received in step 202 into the first trained model 62 to identify individuals to whom sales should be made.

[0065] In step 216, the CPU 30 inputs the search conditions received in step 202 into the second trained model 64 to identify the sales process to be executed.

[0066] In step 218, the CPU 30 transmits the individual to be sold and the sales process to be executed to the sales representative terminal 16 via the communication device 28. The communication device 28 in step 218 is an example of the "personal information transmission unit" and the "sales process transmission unit" of the technology of the present disclosure.

[0067] In step 112, the salesperson terminal 16 receives the individuals to whom sales should be made and the sales process to be executed, and in step 114, displays the individuals to whom sales should be made and the sales process to be executed on a display device (not shown).

[0068] In this way, when search conditions are sent from the sales representative terminal 16, the information processing device 12 of this embodiment identifies the company to be sold to, the individual to be sold to, and the sales process to be executed, and sends them to the sales representative terminal 16. Therefore, the information processing device 12 of this embodiment can present the sales representative with the company to be sold to, the individual to be sold to, and the sales process to be executed.

[0069] Therefore, the sales representative carries out the sales process to be carried out to the individuals at the target company in accordance with the presented content.

[0070] 12 is a timing chart of the process of storing the sales processes executed by the sales representatives, updating and predicting the sales performance, and presenting the sales processes of top performers in the sales management system 10. The information processing device 12 executes the sales performance prediction program 86 (step 228).

[0071] In step 116, the salesperson terminal 16 accepts the salesperson's input of the ID, and in step 118, accepts input by the salesperson of the executed sales processes (specifically, "business negotiation" or "project name," "when contacted the customer," "contents of the meeting," "tools used in the meeting," etc.), results ("request for quotation," "request for product explanation," "request for proposal," "request for meeting," "rejection of sales offer," etc.), and sales processes to be executed. In step 120A, the salesperson terminal 16 transmits these IDs, the executed sales processes, results, and sales processes to be executed to the information processing device 12. In step 120B, the salesperson terminal 16 transmits these IDs, the executed sales processes, results, and sales processes to be executed to the information processing device 12, which is the supervisor terminal 18 of the salesperson's supervisor.

[0072] In step 222, the CPU 30 of the information processing device 12 receives the ID, the executed sales process, the results, and the sales process to be executed via the communication device 28.

[0073] In step 224, the CPU 30 stores the executed sales process and the results of the executed sales process in the sales process storage unit 46 in a storage area determined by the received ID, and also stores the sales process scheduled to be executed in the scheduled sales process storage unit 48. Furthermore, if the sales process executed this time is a scheduled sales process stored in the scheduled sales process storage unit 48, the CPU 30 deletes the scheduled sales process stored in the scheduled sales process storage unit 48. This allows the scheduled sales process storage unit 48 to store only scheduled sales processes that have not yet been executed.

[0074] In step 226, CPU 30 executes a sales performance update process. Specifically, the executed sales process and its results are newly stored in sales process storage unit 46, and CPU 30 takes into consideration the results stored in sales process storage unit 46 and calculates the success rate of new appointments (monthly average), the number of negotiations (monthly average), the number of deals (monthly average), etc. for the sales representative in question (Sales Representative A). CPU 30 also calculates the success rate of new appointments (monthly average), the number of negotiations (monthly average), the number of deals (monthly average), etc. for the department to which the sales representative belongs (e.g., Sales Department 1). CPU 30 changes (i.e., updates) the contents of sales performance storage unit 50 to the newly calculated contents.

[0075] In step 228, CPU 30 executes a sales performance prediction process. Specifically, the executed sales process and its results are newly stored in sales process storage unit 46, and CPU 30 predicts sales performance by inputting the executed sales process currently stored in sales process storage unit 46 and the results of the executed sales process into third trained model 66. The sales performance is the sales performance (predicted sales performance) of the sales representative and the department to which the sales representative belongs. CPU 30 changes (i.e., updates) the contents of sales performance prediction value storage unit 52 to the newly predicted content.

[0076] In step 230, the CPU 30 transmits the sales results updated in step 226, the forecasted sales results in step 228, and the sales process to be executed to the sales representative terminal 16 and the supervisor terminal 18 via the communication device 28. The communication device 28 in step 230 is an example of the "sales results transmission unit" of the technology of the present disclosure.

[0077] In step 122, the sales representative terminal 16 receives the sales results updated in step 226, the forecasted sales results in step 228, and the sales process to be executed, and in step 124 displays the sales results updated in step 226, the forecasted sales results in step 228, and the sales process to be executed on the display device.

[0078] In step 306, the supervisor terminal 18 receives the sales results updated in step 226, the forecasted sales results in step 228, and the sales process to be executed, and in step 308 displays the sales results updated in step 226, the forecasted sales results in step 228, and the sales process to be executed on the display device. This allows the supervisor to evaluate the sales activities of individuals and departments.

[0079] The supervisor can see the updated sales results, forecasted sales results, and planned sales process and determine whether the content of the sales process that the sales representative is planning to execute is appropriate. If the supervisor determines that the content of the sales process that the sales representative is planning to execute is inappropriate, the supervisor may want to instruct the sales representative to execute the sales process that has already been executed by a top sales performer, for example.

[0080] Therefore, the supervisor operates the input device of the supervisor terminal 18 to input an instruction to extract the sales processes that have been executed by the top performers. The extraction instruction includes the ID of the top performer and information on the sales stage at which the performer is performing. The supervisor terminal 18 accepts the input of the extraction instruction and, in step 312, transmits the extraction instruction to the information processing device 12. Since the supervisor knows the top performers and their IDs, he inputs the IDs. The technology of the present disclosure is not limited to this, and the CPU 30 may sort each sales representative in the sales performance storage unit 50 by, for example, the number of new appointments that were successfully made, the number of negotiations, or the number of deals that were converted, and select the sales representative with the highest number of new appointments that were successfully made, the highest number of negotiations, or the highest number of deals that were converted as the top performer.

[0081] In the information processing device 12, in step 232, the CPU 30 receives the extraction instruction via the communication device 28. In step 234, the CPU 30 extracts the executed sales processes of top performers from the sales process to be executed. Specifically, the CPU 30 identifies the top performer column from the sales performance storage unit 50 based on the top performer's ID, and extracts from the sales process storage unit 46 the executed sales processes at the same stage as the stage indicated by the information on the sales stage in the extracted top performer's column.

[0082] In step 236, the CPU 30 transmits the extracted executed sales processes of the top performers to the supervisor terminal 18 via the communication device 28.

[0083] The communication device 28 in step 236 is an example of a "communication unit that transmits the executed sales process of a specific sales representative from among multiple sales representatives" in the technology of the present disclosure. The top performer is an example of a "specific sales representative" in the technology of the present disclosure. Note that the specific sales representative is not limited to the top performer, and may be, for example, a sales representative who has contact with an individual at a sales destination in the sales process of the planned sales project input in step 118, extracted by the CPU 30 from the contents stored in the sales process storage unit 46, or a sales representative who has previously concluded a deal with that individual.

[0084] In step 314, the superior terminal 18 receives the extracted executed sales processes of the top performers, and in step 315, displays the received extracted executed sales processes of the top performers on a display device.

[0085] When the supervisor sees the displayed extracted executed sales processes of the top performers and determines that the sales representative should execute the extracted executed sales processes of the top performers as is, the supervisor instructs (i.e., inputs) the supervisor's terminal 18 to send the extracted executed sales processes of the top performers as is as instruction information to the sales representative terminal 16. The supervisor's terminal 18 receives the instruction information in step 316.

[0086] On the other hand, when the superior looks at the displayed extracted executed sales process of the top performer and determines that the sales representative should not simply execute the extracted executed sales process of the top performer, but should execute a different sales process, the superior instructs (i.e., inputs) the superior's terminal 18 to send the different sales process as instruction information to the sales representative terminal 16. The superior's terminal 18 receives the instruction information in step 316.

[0087] The superior terminal 18 transmits the instruction information to the sales representative terminal 16 in step 318A, and transmits the instruction information to the information processing device 12 in step 318B.

[0088] The sales representative terminal 16 receives the instruction information in step 126 and displays the instruction information on the display device in step 128 .

[0089] In step 318B, the superior terminal 18 transmits the instruction information to the information processing device 12. In step 238, the CPU 30 of the information processing device 12 receives the instruction information via the communication device .

[0090] In step 240, the CPU 30 trains (i.e., re-trains) the first trained model 62 to the fifth trained model 70. The CPU 30 re-trains the first trained model 62 by executing the first model training program 72. The CPU 30 re-trains the second trained model 64 by executing the second model training program 74. The CPU 30 re-trains the third trained model 66 by executing the third model training program 76. The CPU 30 re-trains the fourth trained model 68 by executing the fourth model training program 78. The CPU 30 re-trains the fifth trained model 70 by executing the fifth model training program 80. By training (i.e., re-training) the first trained model 62 to the fifth trained model 70 in this manner, the first trained model 62 to the fifth trained model 70 can be further optimized.

[0091] As described above, the sales representative terminal 16 displays the instruction information on the display device in step 128, and the sales representative then makes sales to the individuals at the target company in accordance with the instruction information. When the sales representative makes the sale, as described above, the sales representative inputs the ID, the executed sales process, the results, and the sales process to be executed, and the sales processes executed by the sales representative are stored, the sales results are updated and predicted, and the sales processes of top performers are presented, as shown in Figure 12.

[0092] In this way, the information processing device 12 of this embodiment can update sales results and predict sales results when a sales representative executes a sales process. Furthermore, in response to an instruction from the supervisor's terminal 18 to extract the executed sales processes of top performers, the information processing device 12 extracts the executed sales processes of top performers and transmits them to the supervisor's terminal 18, so that the supervisor can present the executed sales processes of top performers to the sales representative. This leads to increased sales for the department (entire organization) to which the sales representative and their supervisor belong.

[0093] In this embodiment, in steps 308 to 318A, instruction information (sales process) regarding the sales process of the planned sales is transmitted from the supervisor terminal 18 to the sales representative terminal 16. The technology of the present disclosure is not limited to this. For example, the information processing device 12 may transmit instruction information (sales process) regarding the sales process of the planned sales directly to the sales representative terminal 16 without going through step 232. Specifically, the sales process of the planned sales may be input into the fourth trained model 68, and the instruction information (sales process) to be instructed output from the fourth trained model 68 may be transmitted directly to the sales representative terminal 16. In this way, the information processing device 12 plays the role of the supervisor (becoming an AI supervisor).

[0094] 13 is a timing chart showing the identification and display of the sales status of a sales representative and instructions from a supervisor to the sales representative in the sales management system 10. The information processing device 12 executes an output program 88 for instruction information to be instructed (steps 250, 252).

[0095] In the information processing device 12, the CPU 30 identifies the sales status of each sales representative in step 242. Specifically, the CPU 30 identifies, for each sales representative in the contents of the scheduled sales process storage unit 48, whether each scheduled sales process has passed its scheduled execution date, is within one week of its scheduled execution date, or is one week or more away from its scheduled execution date, based on the contents of the scheduled sales process.

[0096] In step 244, the CPU 30 transmits information on the sales status of each sales representative identified in step 242 to the sales representative terminal 16 corresponding to each sales representative via the communication device 28. The communication device 28 in step 244 is an example of the "communication unit that transmits information indicating the execution status of the sales process to be executed" of the technology of the present disclosure.

[0097] In step 132, the sales representative terminal 16 corresponding to each sales representative receives the sales status information of the sales representative.

[0098] The sales representative terminal 16 displays the received sales status information on a display device in step 134. For example, suppose there are three scheduled sales processes (first scheduled sales process to third scheduled sales process) that the sales representative is to execute. More specifically, suppose the first scheduled sales process has passed its scheduled execution date, the second scheduled sales process is due to be executed within one week, and the third scheduled sales process is due to be executed within one week.

[0099] In step 134, the display device displays in red the first scheduled sales process that has passed its due date, in yellow the second scheduled sales process that is due within one week, and in blue the third scheduled sales process that is due more than one week later.

[0100] Therefore, the sales person in question can understand the current state of the sales situation.

[0101] Furthermore, in step 244 of the information processing device 12, the CPU 30 transmits information on the sales status of each sales representative identified in step 242 to the supervisor's terminal 18 via the communication device 28.

[0102] The supervisor terminal 18 receives the information on the sales status of each sales representative in step 322, and displays the information on the sales status of each sales representative on the display device in step 324. The manner in which the information on the sales status of each sales representative is displayed on the display device is the same as in step 134, and therefore a description thereof will be omitted.

[0103] This allows the supervisor to know the sales status of each sales representative. Knowing the sales status of each sales representative, the supervisor may, for example, want to instruct the sales representative of a scheduled execution sales process that has passed its due date to promptly execute the scheduled execution sales process that has passed its due date. Therefore, the supervisor inputs instruction information via the input device to promptly execute the scheduled execution sales process that has passed its due date. The supervisor terminal 18 accepts the input of instruction information in step 326.

[0104] In step 328A, the superior terminal 18 transmits the received instruction information to the information processing device 12. In step 246, the CPU 30 of the information processing device 12 receives the instruction information via the communication device .

[0105] Furthermore, in step 328B, the supervisor terminal 18 transmits the instruction information to the sales representative terminal 16 of the sales representative for the scheduled sales process whose execution time has passed. The sales representative terminal 16 receives the instruction information in step 136, and displays the instruction information on a display device in step 138. Thus, the sales representative can know that the supervisor has instructed him or her to promptly execute the scheduled sales process whose execution time has passed.

[0106] Therefore, the instructed sales representative executes the planned sales process in accordance with the instruction information. When the sales representative executes the sales process, as described above, the sales representative inputs the ID, the executed sales process, the results, and the planned sales process, and the sales processes already executed by the sales representative are stored, sales performance is updated and predicted, and the sales processes of top performers are presented, as shown in FIG.

[0107] In step 248, the CPU 30 of the information processing device 12 that received the instruction information in step 246 stores the instruction-related information in the instruction-related information storage unit 54. Specifically, as in the above example, when a superior instructs that a scheduled sales process that is past its due date be executed promptly, the instruction-related information storage unit 54 stores, as the sales status 54AA1, "the execution time has passed" and, as the instruction content 54AA2, "execute promptly."

[0108] The content of the instruction is not limited to simply instructing to execute something quickly, but may also include, for example, an instruction to execute a scheduled sales process that has passed its due date by a certain time (for example, within three days), an instruction to contact the sales partner to apologize for the delay, or an instruction to transfer the sales representative to another sales person. In step 248, the CPU 30 stores instruction-related information in the instruction-related information storage unit 54 according to the instruction information.

[0109] In step 250, the CPU 30 creates feedback information for the instruction information. Specifically, the CPU 30 inputs the instruction-related information stored in the instruction-related information storage unit 54 in step 248 into the fourth trained model 68. As a result, the instruction information to be instructed (i.e., the sales process) is output as feedback information from the fourth trained model 68.

[0110] In step 252, the CPU 30 transmits the feedback information to the superior terminal 18 via the communication device 28. The communication device 28 in step 252 is an example of the "sales process transmission unit" of the technology of the present disclosure.

[0111] The supervisor terminal 18 receives the feedback information in step 330 and displays the feedback information on the display device in step 332. This allows the supervisor to compare the instruction information he or she has instructed with the feedback information and determine whether the instruction information he or she has instructed was appropriate.

[0112] In this embodiment, instruction information regarding the sales process (sales process) is transmitted from the supervisor terminal 18 to the salesperson terminal 16. The technology of the present disclosure is not limited to this. For example, the information processing device 12 may directly transmit instruction information regarding the sales process (sales process) to the salesperson terminal 16. Specifically, the sales process of the planned sales may be input into the fourth trained model 68, and the instruction information (sales process) to be instructed output from the fourth trained model 68 may be directly transmitted to the salesperson terminal 16. For example, when the salesperson starts the salesperson terminal 16, the instruction information transmitted from the information processing device 12 to the salesperson terminal 16 is displayed, such as "Today, you should come to Company A at 10:00 (e.g., make an appointment), to Company B at 1:00 (e.g., send a quote), and to Company C at 3:00 (e.g., explain the product)." In this way, the information processing device 12 plays the role of the supervisor (becoming an AI supervisor).

[0113] 14 is a timing chart for selecting a sales representative to be in charge of a sales process to be executed in the sales management system 10. The information processing device 12 executes a program 90 for selecting a sales representative.

[0114] In the information processing device 12, in step 262, the CPU 30 selects a sales representative for a sales process that is scheduled to be executed. Specifically, the CPU 30 inputs each scheduled sales process in the scheduled sales process storage unit 48 into the fifth trained model 70, thereby outputting (i.e., selecting) the sales representative in charge of the scheduled sales process. The selection of a sales representative is not limited to being performed for each scheduled sales process in the scheduled sales process storage unit 48. For example, the selection may be performed only for scheduled sales processes that have missed their scheduled execution date among the scheduled sales processes stored in the scheduled sales process storage unit 48. Furthermore, the selection may be performed only for scheduled sales processes of sales representatives who are not top performers among the scheduled sales processes stored in the scheduled sales process storage unit 48.

[0115] In step 264, the CPU 30 determines whether the selected sales representative is different from the original sales representative. If the selected sales representative is different from the original sales representative, in step 266 the CPU 30 reports via the communication device 28 to the supervisor terminal 18 that a sales representative other than the original sales representative has been selected for the sales process to be executed. Note that if it is determined in step 264 that the selected sales representative is not different from the original sales representative, the information processing device 12 does not execute the processes of steps 266, 268, and 270, which will be described later. The communication device 28 in step 266 is an example of a "sales representative sending unit" of the technology disclosed herein.

[0116] The superior terminal 18 receives the report in step 342, and displays the report contents on the display device in step 343.

[0117] When the supervisor sees the display of the report content (that a sales representative other than the original sales representative has been selected for the sales process to be executed), he decides that the sales representative for the sales process to be executed should be changed from the original sales representative to the selected sales representative, and inputs instruction information via the input device to change the person in charge of the sales process from the original sales representative to the selected sales representative. In step 344, the supervisor terminal 18 accepts the input of the instruction information for the change.

[0118] In step 346A, the supervisor terminal 18 sends instruction information (specifically, information about changing the person in charge of the sales process from the original sales representative to the selected sales representative) to the sales representative terminal 16A of the selected sales representative.

[0119] The sales representative terminal 16A of the selected sales representative receives the instruction information in step 142A and displays the instruction information on the display device in step 144A. This lets the selected sales representative know that the person in charge of the sales process has changed from the original sales representative to himself / herself.

[0120] In step 346B, the supervisor terminal 18 sends instruction information (specifically, information about changing the person in charge of the sales process from the original sales representative to the selected sales representative) to the sales representative terminal 16B of the original sales representative.

[0121] The sales representative terminal 16B of the original sales representative receives the instruction information in step 142B and displays the instruction information on the display device in step 144B. This lets the original sales representative know that the person in charge of the sales process is not him or her, but has been changed to the selected sales representative.

[0122] In step 346C, the supervisor terminal 18 sends instruction information (specifically, information about changing the person in charge of the sales process from the original sales representative to the selected sales representative) to the information processing device 12.

[0123] In the information processing device 12, in step 268, the CPU 30 receives the instruction information via the communication device 28, and in step 270, changes the contents stored in the scheduled execution sales process storage unit 48. Specifically, the scheduled execution sales process that was stored in association with the original sales representative is deleted, and the scheduled execution sales process is stored in association with the selected sales representative.

[0124] In this way, the most suitable sales representative to be in charge of the sales process to be executed can be presented on the supervisor's terminal 18. Therefore, the supervisor can know the most suitable sales representative for the sales process to be executed.

[0125] FIG. 15 is a timing chart showing how the sales management system 10 searches for a sales process corresponding to an execution result.

[0126] Salespeople and their superiors may want to know which sales processes resulted in specific execution results. Specifically, salespeople and their superiors may want to know which sales processes resulted in results such as "request for quotation," "request for product explanation," "request for proposal," and "sales refusal."

[0127] The sales representative who thinks this way operates the input device to input the execution results of the sales process. The sales representative terminal 16 of the sales representative accepts the input of the execution results of the sales process and transmits the execution results to the information processing device 12 in step 154. In the information processing device 12, the CPU 30 receives the sales results via the communication device 28 in step 272 (272A).

[0128] Similarly, a superior who wants to know the sales process that resulted in the execution result operates an input device to input the execution result of the sales process. The superior's terminal 18 accepts the input of the execution result of the sales process and transmits the execution result to the information processing device 12 in step 272 (272B). In the information processing device 12, the CPU 30 receives the sales result via the communication device 28.

[0129] In the information processing device 12, the CPU 30 searches the sales process corresponding to the execution result from the sales process memory unit 46 in step 274, and sends the searched sales process to the sales representative terminal 16 via the communication device 28 in step 276 (276A), and sends it to the supervisor terminal 18 in step 276 (276B).

[0130] The sales representative terminal 16 receives the sales process in step 156 and displays the sales process on the display device in step 158 .

[0131] The supervisor terminal 18 receives the sales process in step 356 and displays the sales process on the display device in step 358 .

[0132] In this way, sales representatives and their superiors can know what sales processes resulted in "quote request," "product explanation request," "proposal request," "sales refusal," etc.

[0133] FIG. 16 is a timing chart for searching search conditions for top performers in the sales management system 10.

[0134] The sales representative wants to know what search conditions the top performer used to identify the sales target. With this in mind, the sales representative operates the input device to input the ID of the top performer. In step 162, the sales representative terminal 16 accepts the input of the ID of the top performer, and in step 164, transmits the ID of the top performer to the information processing device 12.

[0135] In the information processing device 12, in step 282, the CPU 30 receives the ID of the top performer via the communication device 28. In step 284, the CPU 30 searches the search condition storage unit 56 for search conditions stored corresponding to the sales representative identified by the top performer's ID. In step 286, the searched search conditions are transmitted to the sales representative terminal 16. The communication device 28 in step 282 is an example of a "communication unit that receives information on a specific sales representative from among multiple sales representatives" in the technology disclosed herein. The CPU 30 in step 284 is an example of a "search unit that searches the search condition storage unit for the search conditions corresponding to the received information on the specific sales representative" in the technology disclosed herein. The communication device 28 in step 286 is an example of a "communication unit that transmits the searched search conditions" in the technology disclosed herein.

[0136] In step 166, the sales representative terminal 16 receives the search conditions stored in association with the ID of the top performer, and in step 168 displays the search conditions on the display device.

[0137] In this way, the sales person can know what search conditions the top performers used to identify their sales targets.

[0138] FIG. 17 is a timing chart for searching for search criteria corresponding to ranking information in the sales management system 10. In FIG.

[0139] A sales representative wants to know the search conditions that correspond to the ranking information. For example, the sales representative wants to know the search conditions that are ranked first. With this in mind, the sales representative operates the input device to input the ranking information of the search conditions (for example, first place). In step 172, the sales representative terminal 16 accepts the input of the ranking information, and in step 174, transmits the ranking information to the information processing device 12.

[0140] In the information processing device 12, in step 292, the CPU 30 receives ranking information via the communication device 28, and in step 294, the CPU 30 searches the search condition storage unit 56 for search conditions stored in correspondence with the ranking information. In step 296, the searched search conditions are transmitted to the sales representative terminal 16. The communication device 28 in step 292 is an example of a "communication unit that receives ranking information" in the technology of the present disclosure. The CPU 30 in step 294 is an example of a "search unit that searches for the search conditions corresponding to the received ranking information" in the technology of the present disclosure. The communication device 28 in step 296 is an example of a "communication unit that transmits the searched search conditions" in the technology of the present disclosure.

[0141] The sales representative terminal 16 receives the search conditions stored in association with the ranking information in step 176, and displays the search conditions on the display device in step 178. In this way, the sales representative can learn the search conditions corresponding to the ranking information.

[0142] 16 and 17 are timing charts between the sales representative terminal 16 and the information processing device 12, but the technology of the present disclosure is not limited to this. Similar processing may also be performed between the supervisor terminal 18 and the information processing device 12.

[0143] (Effects) In this embodiment, the personal information storage unit 44 stores a plurality of different personal information items relating to a plurality of individuals working for each company. Therefore, this embodiment can manage the personal information of business partners.

[0144] In this embodiment, the sales process storage unit 46 stores information about the executed sales processes executed by each of the multiple sales representatives and the results of the executed sales processes, in association with each other. Thus, this embodiment can manage the executed sales processes executed by each of the multiple sales representatives and the execution results of the executed sales processes.

[0145] In this embodiment, the instruction-related information storage unit 54 stores instruction information in which a sales representative's superior (i.e., a manager) instructs the sales representative on a sales process, and result information that indicates the results of sales performed by the sales representative in accordance with the instructions. Thus, this embodiment can manage instruction information in which a sales representative's superior instructs the sales representative on a sales process, and result information that indicates the results of sales performed in accordance with the sales process.

[0146] In this embodiment, when search conditions are sent from the sales representative terminal 16, the information processing device 12 identifies the company to be sold to, the individual to be sold to, and the sales process to be executed, and sends them to the sales representative terminal 16. Thus, the information processing device 12 in this embodiment can identify the company to be sold to, the individual to be sold to, and the sales process to be executed. The information processing device 12 in this embodiment can present the company to be sold to, the individual to be sold to, and the sales process to be executed to the sales representative.

[0147] This embodiment can predict sales performance for each sales person and each sales department.

[0148] In this embodiment, the sales process to be instructed by the superior can be specified.

[0149] In this embodiment, it is possible to identify the sales person who should be in charge of the sales process.

[0150] In this embodiment, the information processing device 12 extracts the sales processes executed by the top performers in response to an instruction from the supervisor's terminal 18 to extract the sales processes executed by the top performers, and transmits them to the supervisor's terminal 18, so that the sales processes executed by the top performers can be presented to the supervisor.

[0151] In this embodiment, the superior can be informed of the sales situation of the sales representative.

[0152] In this embodiment, it is possible to notify a sales representative that his / her superior has instructed him / her to promptly execute a sales process that is due to be executed but whose execution time has passed.

[0153] In this embodiment, the supervisor is shown the instruction information given to the sales representative and the feedback information, so that the supervisor can determine whether the instruction information given by the supervisor was appropriate.

[0154] In this embodiment, the most suitable sales representative for the sales process to be executed can be identified. In this embodiment, the most suitable sales representative is presented on the supervisor terminal 18, so the supervisor can be informed of the most suitable sales representative for the sales process to be executed.

[0155] This embodiment can inform sales representatives and their superiors of which sales processes have resulted in "request for quotation," "request for product explanation," "request for proposal," "sales refusal," etc.

[0156] In this embodiment, it is possible to inform the sales person of the search conditions that the top performers used to identify their sales targets.

[0157] In this embodiment, it is possible to inform the sales representative of search conditions corresponding to the ranking information.

[0158] [First Example] When selling a specific product, Salesperson A narrows down the target customers (individuals) by considering various factors. Salesperson A carefully examines the size, technology needs, and industry of companies in his / her area, and also ascertains whether they have received recent orders. By comprehensively considering this information, he / she determines search criteria and narrows down the target customers to approximately 200 individuals. He / she then pursues business opportunities by calling these selected customers to secure appointments according to a specified sales process. Using this approach, Salesperson A successfully secured appointments with 19 potential customers. The success rate was 10%. Meanwhile, Salesperson B took a different approach. He / she tried his / her own approach with 300 randomly selected customers. However, the success rate was only 2%. This demonstrates that using a scientific approach to customer selection, like Salesperson A's, can clearly improve the success rate. Furthermore, Salesperson A generated five new leads from those 19 customers. Two of these leads were actually ordered, leading to business. On the other hand, Salesperson A, despite having the same success rate, only received one new lead and zero orders. This shows that the method of customer selection has a significant impact on business results. As a result, Salesperson A's scientific approach led to success and showed a direct impact on sales.

[0159] [Second Example] Manager I instructed the sales process of the above embodiment to increase sales for his sales department. The sales department had five sales representatives (C, D, E, F, G). Sales representatives C and D were veterans. Sales representative G was a new employee. The sales target for the English and Secondary Department was 100 million yen in new orders in one month. In order to set sales targets for each individual, the project acquisition rate and order rate for each person were checked and individual targets were determined. (Product unit price: 5 million yen) By setting a target number of sales meetings based on each sales representative's current ability, the sales target was automatically determined. The sales representatives were able to understand and work towards the target. It also became clear which skills each individual lacked, allowing Manager I to logically create a training plan.

[0160] REFERENCE SIGNS LIST 10 Sales management system 12 Information processing device 14G1, 14G2 Multiple sales department systems 20 Computer 30 CPU 26 Information storage device 28 Communication device 16 Sales representative terminal 18 Supervisor terminal 42 Company information storage unit 44 Personal information storage unit 46 Sales process storage unit 48 Sales process to be executed storage unit 50 Sales performance storage unit 52 Sales performance forecast value storage unit 54 Instruction related information storage unit 56 Search condition storage unit 62 First trained model 64 Second trained model 66 Third trained model 68 Fourth trained model 70 Fifth trained model 72 First model learning program 74 Second model learning program 76 Third model learning program 78 Fourth model learning program 80 Fifth model learning program 82 Output program for individuals to sell to 84 Output program for sales processes to be executed 86 Sales performance forecast program 88 Program to output instruction information to be instructed 90 Program to select sales representatives

Claims

1. An information processing device comprising: an information storage device having a company information storage unit that stores multiple different pieces of company information related to each of multiple sales target companies, and a personal information storage unit that stores multiple different pieces of personal information related to each of multiple individuals working at each company; and a search unit that searches for the company information and the personal information from the information storage device.

2. The information processing device according to claim 1, wherein the personal information is at least one of the individual's name, contact details, job title, past business history, interests, and the name of the company where the individual works.

3. An information processing device according to claim 1 or claim 2, wherein the information storage device further comprises an executed sales process storage unit that stores, in association with each other, an executed sales process executed by each of a plurality of sales representatives and the execution results of the executed sales process.

4. The information processing device according to claim 3, wherein the information storage device further comprises a planned execution sales process storage unit that stores a planned execution sales process that each of a plurality of sales representatives plans to execute.

5. The information processing device according to claim 4, further comprising a communication unit for transmitting information indicating the execution status of the sales process scheduled for execution.

6. The information processing device according to any one of claims 3 to 5, further comprising a communication unit that transmits the executed sales process of a predetermined sales representative from among the plurality of sales representatives.

7. The information processing device according to claim 4, wherein the executed sales process and the scheduled sales process are sales processes before they are turned into cases, in which a sales representative needs to take action in accordance with instructions from individuals at sales destinations as a result of sales.

8. An information processing device according to any one of claims 3 to 7, wherein the information storage device further comprises a sales performance storage unit that stores sales performance within a predetermined period of at least one of a plurality of sales representatives and a plurality of departments to which the sales representatives belong.

9. An information processing device according to any one of claims 3 to 8, wherein the information storage device further comprises a sales performance forecast value storage unit that stores forecast values ​​of sales performance within a predetermined period for at least one of a plurality of sales representatives and a plurality of departments to which the sales representatives belong.

10. An information processing device according to any one of claims 1 to 9, wherein the information storage device further comprises an instruction-related information storage unit that stores instruction information instructing the sales representative on a sales process from the sales representative's supervisor, and result information indicating the results of sales conducted in accordance with the sales process.

11. An information processing device as described in any one of claims 1 to 8, further comprising a communication unit that receives search conditions for searching at least one of the company information and the personal information from the information storage device, wherein the search unit searches at least one of the company information and the personal information corresponding to the search conditions from the information storage device, and the information storage device further comprises a search condition storage unit that stores the search conditions.

12. The information processing device described in claim 11, wherein the communication unit receives the search conditions and information about the sales representative who causes the communication unit to receive the search conditions, and the search condition storage unit stores the search conditions and the information about the sales representative in correspondence with each other for each of a plurality of sales representatives.

13. An information processing device as described in claim 12, wherein the communication unit receives information about a specific sales representative from among the plurality of sales representatives, the search unit searches the search condition storage unit for the search conditions corresponding to the received information about the specific sales representative, and the communication unit transmits the search conditions found.

14. An information processing device as described in claim 11, wherein the search condition memory unit stores the search conditions in correspondence with ranking information of the number of times they have been searched from the search condition memory unit, the communication unit receives the ranking information, the search unit searches for the search conditions corresponding to the received ranking information, and the communication unit transmits the searched search conditions.

15. A trained model trained using training data in which the information stored in the information storage device described in claim 1 is used as input data and information on individuals to whom sales should be made is used as output data, and information stored in the executed sales process storage unit described in claim 3.

16. A model learning method for learning a model using training data in which the information stored in the information storage device described in claim 1 is used as input data and information on individuals to whom sales should be made is used as output data, and information stored in the executed sales process storage unit described in claim 3.

17. A model learning device that learns a model using training data in which the information stored in the information storage device described in claim 1 is used as input data and information on individuals to whom sales should be made is used as output data, and information stored in the executed sales process storage unit described in claim 3.

18. An information processing device comprising a personal information transmission unit that transmits information about the individual to whom sales are to be made, output using the trained model described in claim 15.

19. A trained model trained using teaching data in which the executed sales process and the execution results stored in the sales process memory unit described in claim 3 are used as input data and the sales process to be executed is used as output data.

20. A model learning method for learning a model using teaching data in which the executed sales process and the execution results stored in the sales process storage unit described in claim 3 are used as input data, and the sales process to be executed is used as output data.

21. A model device that learns a model using teaching data in which the executed sales process and the execution results stored in the sales process storage unit described in claim 3 are used as input data and the sales process to be executed is used as output data.

22. An information processing device comprising a sales process transmission unit that transmits the sales process to be executed output using the trained model described in claim 19.

23. A trained model trained using teaching data in which the executed sales process and the execution results stored in the sales process memory unit described in claim 3 are used as input data, and the predicted value of sales performance within a specified period is used as output data.

24. A model learning method for learning a model using teaching data in which the executed sales process and the execution results stored in the sales process memory unit described in claim 3 are used as input data, and the predicted value of sales performance within a specified period is used as output data.

25. A model learning device that learns a model using teaching data in which the executed sales process and the execution results stored in the sales process memory unit described in claim 3 are used as input data, and the predicted value of sales performance within a specified period is used as output data.

26. An information processing device comprising a sales performance transmission unit that transmits a predicted value of sales performance within the specified period output using the trained model described in claim 23.

27. A trained model trained using teaching data in which the instruction information stored in the instruction-related information storage unit described in claim 10 is used as input data and the sales process to be instructed is used as output data.

28. A model learning method for learning a model using teaching data in which the instruction information stored in the instruction-related information storage unit according to claim 10 is used as input data and the sales process to be instructed is used as output data.

29. A model learning device that learns a model using teaching data in which the instruction information stored in the instruction-related information storage unit according to claim 10 is used as input data and the sales process to be instructed is used as output data.

30. An information processing device comprising a sales process transmission unit that transmits the sales process to be instructed, output using the trained model described in claim 27.

31. A trained model trained using teaching data in which the executed sales process stored in the executed sales process memory unit and the execution results of the executed sales process are used as input data, and the sales representative to be engaged in sales is used as output data.

32. A model learning method for learning a model using teaching data in which the executed sales processes stored in the executed sales process memory unit and the execution results of the executed sales processes are used as input data, and the sales representative to be engaged in sales is used as output data.

33. A model learning device that learns a model using teaching data in which the executed sales processes stored in the executed sales process storage unit and the execution results of the executed sales processes are used as input data, and the sales representative to be engaged in sales is used as output data.

34. An information processing device comprising a sales representative sending unit that sends the sales representative to be instructed, output using the trained model described in claim 31.

35. An information processing device as described in claim 3, further comprising a communication unit, wherein the communication unit receives the execution results, the search unit searches for the executed sales process corresponding to the received execution results, and the communication unit transmits the searched executed sales process.

Images