U.S. patent application number 17/153777 was filed with the patent office on 2021-05-13 for door to door sales management tool.
The applicant listed for this patent is Vivint, Inc.. Invention is credited to Jason Crugan, Lonnie Kyser.
Application Number | 20210142289 17/153777 |
Document ID | / |
Family ID | 1000005348673 |
Filed Date | 2021-05-13 |
![](/patent/app/20210142289/US20210142289A1-20210513\US20210142289A1-2021051)
United States Patent
Application |
20210142289 |
Kind Code |
A1 |
Crugan; Jason ; et
al. |
May 13, 2021 |
DOOR TO DOOR SALES MANAGEMENT TOOL
Abstract
A door to door sales management tool utilizes a mobile device
configured to request data from a database regarding a neighborhood
within proximity of that sale. The mobile device sends results back
to the database, wherein the results are flagged as verified. A
simplified prequalification system is shown where a salesperson may
select a house on a map to run a prequalification on the residents
expected occupants of the selected house.
Inventors: |
Crugan; Jason; (Pleasant
Grove, UT) ; Kyser; Lonnie; (Pleasant Grove,
UT) |
|
Applicant: |
Name |
City |
State |
Country |
Type |
Vivint, Inc. |
Provo |
UT |
US |
|
|
Family ID: |
1000005348673 |
Appl. No.: |
17/153777 |
Filed: |
January 20, 2021 |
Related U.S. Patent Documents
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Application
Number |
Filing Date |
Patent Number |
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14335772 |
Jul 18, 2014 |
10963840 |
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17153777 |
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13026468 |
Feb 14, 2011 |
8812345 |
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14335772 |
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61320641 |
Apr 2, 2010 |
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Current U.S.
Class: |
1/1 |
Current CPC
Class: |
G06Q 30/06 20130101;
G06Q 30/0202 20130101; G06Q 30/02 20130101; G06Q 30/0203 20130101;
G06Q 10/103 20130101 |
International
Class: |
G06Q 10/10 20060101
G06Q010/10; G06Q 30/02 20060101 G06Q030/02; G06Q 30/06 20060101
G06Q030/06 |
Claims
1. A computer-implemented method for performing sales management
processes at a computing device, comprising: receiving a selection
of an address; displaying at least one current occupant name
associated with the address, the at least one current occupant name
retrieved from a database based on at least the address; receiving
a selection of the at least one current occupant name associated
with the address, wherein selection of the at least one current
occupant name initiates a pre-qualification on a potential customer
that has the at least one current occupant name, the
pre-qualification being performed to verify qualification for the
potential customer to purchase a product or service that is for
sale; and receiving and displaying a result of the
pre-qualification at the computing device.
2. The computer-implemented method of claim 1, further comprising:
in response to a sale being made for the product or service with
the potential customer, receiving sales information used to
complete the sale; and transmitting the sales information to a
remote server system.
3. The computer-implemented method of claim 2, further comprising:
receiving a response from the remote server system in response to
transmitting the sales information, the response including an offer
for the potential customer to purchase one or more additional
product or service.
4. The computer-implemented method of claim 1, further comprising:
in response to a sale not being made for the product or service
with the potential customer, receiving sales information used to
indicate whether the potential customer already owns or uses the
product or service; and transmitting the sales information to a
remote server system.
5. The computer-implemented method of claim 1, wherein the at least
one current occupant name is displayed with and selected from a
plurality of names associated with the address.
6. The computer-implemented method of claim 1, wherein receiving a
selection of an address comprises displaying a map and receiving a
selection of a house on the map.
7. The computer-implemented method of claim 6, further comprising:
displaying the map with a plurality of houses, wherein the
plurality of houses are displayed with a particular type of
highlighting that is applied to one or more of the plurality of
houses to distinguish the one or more of the plurality of houses
where previous sales have occurred.
8. The computer-implemented method of claim 6, further comprising:
displaying the map with a plurality of houses, wherein the
plurality of houses are displayed with a particular type of
highlighting that is applied to one or more of the plurality of
houses to distinguish the one or more of the plurality of houses
where occupants have indicated they are not interested in the
product or service.
9. A computer system for performing sales management processes at a
computing device, comprising: one or more processors; and one or
more computer-readable media having stored thereon executable
instructions that when executed by the one or more processors
configure the computer system to perform at least the following:
receive a selection of an address; display at least one current
occupant name associated with the address, the at least one current
occupant name retrieved from a database based on at least the
address; receive a selection of the at least one current occupant
name associated with the address, wherein selection of the at least
one current occupant name initiates a pre-qualification on a
potential customer that has the at least one current occupant name,
the pre-qualification being performed to verify qualification for
the potential customer to purchase a product or service that is for
sale; and receive and displaying a result of the pre-qualification
at the computing device.
10. The computer system of claim 9, wherein the executable
instructions include instructions that are executable to configure
the computer system to: in response to a sale being made for the
product or service with the potential customer, receive sales
information used to complete the sale; and transmit the sales
information to a remote server system.
11. The computer system of claim 10, wherein the executable
instructions include instructions that are executable to configure
the computer system to: receive a response from the remote server
system in response to transmitting the sales information, the
response including an offer for the potential customer to purchase
one or more additional product or service.
12. The computer system of claim 9, wherein the executable
instructions include instructions that are executable to configure
the computer system to: in response to a sale not being made for
the product or service with the potential customer, receive sales
information used to indicate whether the potential customer already
owns or uses the product or service; and transmit the sales
information to a remote server system.
13. The computer system of claim 9, wherein the at least one
current occupant name is displayed with and selected from a
plurality of names associated with the address.
14. The computer system of claim 9, wherein receiving a selection
of an address comprises displaying a map and receiving a selection
of a house on the map.
15. The computer system of claim 14, wherein the executable
instructions include instructions that are executable to configure
the computer system to: display a map with a plurality of houses,
wherein the plurality of houses are displayed with a particular
type of highlighting that is applied to one or more of the
plurality of houses to distinguish the one or more of the plurality
of houses where previous sales have occurred.
16. The computer system of claim 14, wherein the executable
instructions include instructions that are executable to configure
the computer system to: display a map with a plurality of houses,
wherein the plurality of houses are displayed with a particular
type of highlighting that is applied to one or more of the
plurality of houses to distinguish the one or more of the plurality
of houses where occupants have indicated they are not interested in
the product or service.
17. A computer-readable media comprising one or more physical
computer-readable storage media having stored thereon
computer-executable instructions that, when executed at a
processor, cause a computer system to perform a method for
performing sales management processes at a computing device, the
method comprising: receiving a selection of an address; displaying
at least one current occupant name associated with the address, the
at least one current occupant name retrieved from a database based
on at least the address; receiving a selection of the at least one
current occupant name associated with the address, wherein
selection of the at least one current occupant name initiates a
pre-qualification on a potential customer that has the at least one
current occupant name, the pre-qualification being performed to
verify qualification for the potential customer to purchase a
product or service that is for sale; and receiving and displaying a
result of the pre-qualification at the computing device.
18. The computer-readable media of claim 17, wherein the
computer-executable instructions include instructions that are
executable to cause the computer system to perform a method
comprising: in response to a sale being made for the product or
service with the potential customer, receiving sales information
used to complete the sale; and transmitting the sales information
to a remote server system.
19. The computer-readable media of claim 18, wherein the
computer-executable instructions include instructions that are
executable to cause the computer system to perform a method
comprising: receiving a response from the remote server system in
response to transmitting the sales information, the response
including an offer for the potential customer to purchase one or
more additional product or service.
20. The computer-readable media of claim 17, wherein the
computer-executable instructions include instructions that are
executable to configure the computer system to: in response to a
sale not being made for the product or service with the potential
customer, receiving sales information used to indicate whether the
potential customer already owns or uses the product or service; and
transmitting the sales information to a remote server system.
Description
CROSS-REFERENCE TO RELATED APPLICATIONS
[0001] This application is a continuation of U.S. patent
application Ser. No. 14/335,772 filed on Jul. 18, 2014, entitled
"DOOR TO DOOR SALES MANAGEMENT TOOL", which application is a
continuation of U.S. patent application Ser. No. 13/026,468 filed
on Feb. 14, 2011, entitled "DOOR TO DOOR SALES MANAGEMENT TOOL",
which application claims the benefit of and priority to, U.S.
Provisional Application Ser. No. 61/320,641,filed on Apr. 2, 2010,
entitled "SALES MANAGEMENT TOOL". All of the aforementioned
applications are incorporated by reference herein in their
entirety.
BACKGROUND OF THE INVENTION
1. The Field of the Invention
[0002] The present invention relates to door to door sales
management. More specifically, the present invention relates to
sales prediction, qualification and productivity through sales
database enrichment in door to door sales management.
2. The Relevant Technology
[0003] Door to door sales responsibilities are generally separated
into geographic regions. Once fully subdivided, each geographical
area is given to a sales team. The sales team then gives each
salesperson a street or set of streets to work until complete. As
there are a finite number of doors, it becomes important to contact
as many of the people as possible without becoming a nuisance.
Therefore it is important for management to know which houses have
been contacted and which have not.
[0004] Door to door salespeople, however, have a more immediate
motivation to sell. Paperwork is often seen as "in the way" or
unimportant compared with moving along to the next door. After all,
they will likely receive a new neighborhood to work on after this
one has been finished. There is little motivation to provide
records that may help the next salesperson through the current
neighborhood.
[0005] The door to door sales process can be filled with
frustrations. A potential customer may fail the credit check at the
end of the sales call. Another potential customer may still be
under a contract with another company. The current street may have
been contacted in the last few months. Most of these frustrations
equate with time wasted on poor sales prospects.
[0006] Frequently, door to door salespeople use paper to track
their contacts. However, paper records are often difficult to read,
difficult to review, time consuming to procure, and even contain
misstatements. Even when management requires use of the paper
records, the records may be filled out at the end of the day with
guesses of what happened earlier that morning. The value of the
paperwork is not directly related to the motivation of the door to
door salesperson's next sale and therefore is given less attention
than management would like.
[0007] Even with a good paper listing, management must take
individual salesperson daily records and compile them into useful
information. Not only is this time intensive work, but each
salesperson's report is likely to be subjective at best, and
fabricated at worst, such that the report must be interpreted by
the person compiling the records. This time and fabrication barrier
is likely the same barrier to having a salesperson review
neighborhood records before selling in that neighborhood.
SUMMARY OF THE INVENTION
[0008] Sales management tools and related methods are disclosed
which improve the door to door selling process and/or the process
of collecting information for future attempts.
[0009] In some embodiments, a salesperson can access information on
the next household that may provide a selling advantage. Similarly,
each access of information for a household may cause the result of
each contact to be accurately reported. This may allow a greater
percentage of the households to be contacted.
[0010] In some embodiments, a salesperson using the disclosed tools
and related methods may notice other needs of the household and
generate a lead to a partner based on those needs.
[0011] A sales database can also be updated and marked as field
verified by sales people in the field, whom have an interest in
correct results.
[0012] In some embodiments, a sales person is given a graphical
overview of the neighborhood on a remote device that may include
predictive analysis. According to data retrieved by the system,
some houses may be starred as being more likely to purchase. Other
houses may be marked as being current and former customers. Some
houses may be marked as under contract with a competitor. Other
houses may be marked as previously contacted. Each of these may be
identified through markings including color, shapes or size.
[0013] In some embodiments, a remote device may enable a
salesperson to select a house on a map, run a credit
pre-qualification on the inhabitants from data associated with the
address, bill a credit card, schedule an installation appointment
and close a sale based on an address obtained from selecting a
house on a map.
[0014] In some embodiments, a sales manager is given a dashboard of
information. The sales manager may be able to view areas where
sales are significant and redeploy the sales force to those areas.
Similarly, the sales manager may be able to track salespersons
efforts in real-time or near-real-time. Thus, a struggling
salesperson may be differentiated from a poor neighborhood based on
the number of doors visited. By using tracking, the sales manager
may have confidence that the sales person did approach each of the
doors suggested--as the location based services makes it more
difficult for a salesperson to lie about door attempts.
[0015] These and other aspects of embodiments of sales management
tools and related methods are realized in a sales management tool
as shown and described in the following figures and related
description.
BRIEF DESCRIPTION OF THE DRAWINGS
[0016] Various embodiments are shown and described in reference to
the numbered drawings, wherein:
[0017] FIG. 1 shows a diagram of one embodiment of a sales
management tool in use;
[0018] FIG. 2 shows a communication diagram of one embodiment of a
sales management tool in use;
[0019] FIG. 3 shows a functional diagram of external connectors
between a database server and external services;
[0020] FIG. 4 shows a flowchart of a sales process using a sales
management tool;
[0021] FIG. 5 shows a flowchart of another embodiment of a sales
process using a sales management tool;
[0022] FIG. 6 shows a flowchart of third embodiment of a sales
process using a sales management tool;
[0023] FIG. 7 shows a flowchart of an embodiment of a management
subsystem;
[0024] FIG. 8 shows a flowchart of a database enrichment
subsystem;
[0025] FIG. 9 shows a screenshot of a login screen of a sales
management tool;
[0026] FIG. 10 shows a screenshot of a map screen of a sales
management tool;
[0027] FIG. 11 shows a screenshot of a street sheet screen of a
sales management tool;
[0028] FIG. 12 shows a screenshot of a rejection screen of a sales
management tool;
[0029] FIG. 13 shows a screenshot of a street sheet screen with a
contact result of a sales management tool;
[0030] FIG. 14 shows a screenshot of a nearby accounts screen of a
sales management tool;
[0031] FIG. 15 shows a screenshot of a nearby accounts map screen
of a sales management tool;
[0032] FIG. 16 shows a screenshot of a home information screen of a
sales management tool;
[0033] FIG. 17 shows a screenshot of a homeowner selection screen
of a sales management tool;
[0034] FIG. 18 shows a screenshot of a credit pre-qualification
screen of a sales management tool;
[0035] FIG. 19 shows a screenshot of a validation screen of a sales
management tool;
[0036] FIG. 20 shows a screenshot of a deal closing screen of a
sales management tool;
[0037] FIG. 21 shows a screenshot of a payment selection screen of
a sales management tool;
[0038] FIG. 22 shows a screenshot of an activation fee selection
screen of a sales management tool;
[0039] FIG. 23 shows a screenshot of a points selection screen of a
sales management tool;
[0040] FIG. 24 shows a screenshot of a notes screen of a sales
management tool;
[0041] FIG. 25 shows a screenshot of a street sheet screen with
multiple results of a sales management tool;
[0042] FIG. 26 shows a screenshot of an information popup screen of
a sales management tool;
[0043] FIG. 27 shows a screenshot of a location finding map screen
of a sales management tool;
[0044] FIG. 28 shows a screenshot of an overall report screen of a
sales management tool;
[0045] FIG. 29 shows a screenshot of a territory report screen of a
sales management tool;
[0046] FIG. 30 shows a screenshot of a status request report screen
of a sales management tool;
[0047] FIG. 31 shows a screenshot of a status of not interested
report screen of a sales management tool; and
[0048] FIG. 32 shows a screenshot of a date report screen of a
sales management tool.
[0049] It will be appreciated that the drawings are illustrative
and not limiting of the scope of the invention which is defined by
the appended claims. The embodiments shown accomplish various
aspects and objects. It is appreciated that it is not possible to
clearly show each element and aspect of all possible embodiments in
a single figure, and as such, multiple figures are presented to
separately illustrate various details of individual embodiments of
sales management tools and related methods of use in greater
clarity. Similarly, not every embodiment need accomplish all
advantages or include each detail of the various embodiments
contemplated and disclosed herein.
DETAILED DESCRIPTION
[0050] Sales management tools and related methods of use will now
be discussed in reference to the Figures provided. The drawings and
descriptions are exemplary of various embodiments and are not
intended to narrow the scope of the appended claims. While the
application below discusses sales tools in terms of a residential
neighborhood, it is understood that sales tools may be equally
applicable in other situations, including commercial, non-profit
and emergency response aspects.
[0051] Turning now to FIG. 1, a diagram of the sales management
tool 10 in use is shown. Central service 18 provides information
(as shown by line 12) about a next sales call to salesperson 20 and
surveys salesperson about homes 30 and 32 and the visit(s) (as
shown by line 14). The information is routed to the appropriate
storage and/or action queue (as shown by lines 16', 16'' and
16'''). The new data is also marked as field verified, such that
the system may track data freshness and accuracy.
[0052] In one embodiment, salesperson 20 approaches home 30 in a
neighborhood. Through mobile device 22, the salesperson 20 views a
map of the area which may rate houses by potential for a sale. The
salesman may tap on a home on the map and thereby request
information about home 30 and its expected occupants from central
service 18. Central service 18 retrieves information about home 30
and its expected occupants and returns it to salesperson 20. During
the visit to home 30 and the residents within, salesperson 20 may
pre-qualify the residents using the information about the home 30
and its occupants retrieved earlier, receive supporting data such
as other current accounts for reference, record inspection data
related to ancillary products and services that may be appropriate
to offer the residents of home 30, or even close the sale--all from
their mobile device 22. After the visit is almost complete or
complete, salesperson 20 may send the collected data to central
service 18. If salesperson 20 was successful, an entity, such as
call center 40, may make appropriate action, such as a
communication (as shown by line 15) to follow up on the sale. If
ancillary products or services were available for specific offer by
salesperson 20, the results of the offers may be returned to
central service 18 as well.
[0053] The inspection, while tangential to the main sales call, may
have value external to the company in terms of leads, partner
sales, aggregate data or other external information needs. This
information may include such things as business leads 42, such as
evidence of broken windshield 50 on a car 52 for a windshield
repair company. The information may include demographic information
stored in database 44, which may be useful to a marketing company.
The information may also include antenna information such that
salesperson 20 may offer a special on satellite TV on behalf of a
partner based on the lack of a satellite antenna on home 30. Thus,
the inspections may include information that is useful to parties
that partner with the sales company or may be valuable in other
ways. As salesperson 20 may benefit from the value of the data, it
is in his best interest to give good information.
[0054] Salesperson's 20 mobile device 22 software may be set up
such that once the request for information about home 30 has been
made, the software may not continue further until a report has been
filled out. The report may include an inspection report, the result
of the sale, and other data observable by the salesperson. Once
complete, the software may allow the next home report to be
accessed and salesperson 20 may be credited with the contact and
any accompanying sale. The software may also use location finding,
such as a GPS, to aid in determining the next address for the
report request.
[0055] The sales management tool may save a salesperson effort and
time. For instance, many companies require that a potential
customer be pre-qualified in the form of a credit score, such as a
FICO.RTM. score by Fair Isaac Corporation. In one embodiment, the
salesperson 20 may confirm the identity of the people living in the
home corresponds to the data retrieved from the database and
request a pre-qualification. In fact, the pre-qualification may
simply require selecting a house on a map and confirming the
resident's name. If the pre-qualification fails, the salesperson
may quickly end the sales call and move on to the next home. If the
pre-qualification passes, the salesperson 20 may place more effort
into the sales call, knowing that the sale may be closed. In
another embodiment, the sales person is given a list of nearby
current accounts. The sales person may then use the information in
their sales pitch to help reduce the customer's resistance to
purchase. Thus, by reducing the amount of data input, providing
more information to the salesperson 20 earlier in the sales
process, the sales management tool becomes valuable to the
salesperson 20.
[0056] By providing useful information and tools to the salesperson
20, the salesperson has an interest in pulling the next home
report. By requiring a survey that may lead to rewards (such as a
list of houses recently contacted) and allow access to his next
report, the salesperson 20 will likely have an interest in filling
out a correct report. Similarly, the salesperson 20 will likely put
in the correct information because he depends on the same database
information to make his sales calls and to receive credit for
visits. As result of the self-interest of the salesperson 20, the
data sent by the salesperson is fresh and observed and will be
marked as field verified.
[0057] Once the sales call data is stored in central service 18,
the data may be routed to areas based on its use. Successful sales
data may be routed to call center 40, where the salesperson 20 or
resident of the home will make preparations to finalize the sale,
if more action is required. Potential leads 42 may be sorted and
sent to appropriate partners or aggregated for later use.
[0058] Turning now to FIG. 2, a communication diagram of sales
management tool 10 is shown. Mobile device 22 communicates with
cell tower 62 or other wireless access point 64 to access the
Internet 66. The communication may then be routed to central
service 18. In a similar way, central service 18 may communicate
back to mobile device 22.
[0059] Central service 18 and mobile device 22 may also communicate
with other systems to store and utilize the sales data. Call center
40 may monitor central service 18, receive messages about
successful sales and organize call-backs to finalize the sale.
Referral and lead generation data may be sent to other business
servers 70 for their use. Management system 72 may monitor these
transactions, system status of the various devices, status of the
salespeople and run reports based on data stored in the central
service 18.
[0060] Turning now to FIG. 3, a functional diagram of external
connectors between server 80 and external services is shown. In one
embodiment server 80 may include business logic that ties data
requests and data reports to databases 82 and a sales engine 83. As
the data needs and protocols of the communication differs according
to the purpose of the communication, the business logic connector
may be tailored to each application.
[0061] Sales engine 83 may include logic to aid the success of
salespeople and sales management. In one embodiment, the sales
engine 83 may perform predictive analysis. The predictive analysis
may process information in the databases 82 to discover
commonalities between successful sales and unsuccessful sales. The
system may identify specific characteristics, such as a section of
a street that is more receptive to the sales than other customers
(perhaps because the neighbors have discussed security). These
potential sales may then be flagged and stored for salespeople in
the area, including the commonality identified by the engine.
[0062] In other embodiments, the sales engine 83 may include
external data sources in its decision making process. For instance,
the sales engine may be connected to a data warehouse 85 (not
shown) and perform a trending analysis over time. The trending
analysis may show which neighborhoods are increasing security
awareness and which neighborhoods are decreasing awareness, along
with an expected date of best sales. In other embodiments, the
sales engine may retrieve and digest public or private data. In one
embodiment the sales engine uses public safety information, such as
recent crime reports. Neighborhoods and streets may be targeted
that have recently felt the effects of crime.
[0063] In other embodiments, the sales engine 83 may aid the sales
manager in achieving higher sales. The sales engine 83 may match
sales people with neighborhoods. In one embodiment, the sales
engine may use past sales person successes and compare it with
neighborhood socioeconomic factors. The engine may then suggest
placement of the sales person with neighborhoods that appear the
most comfortable and successful for that sales person, i.e. a
member of a particular ethnicity in a neighborhood with a high
concentration of that ethnicity, or a female in neighborhoods
having demographics where female sales personnel have outsold their
male counterparts.
[0064] In another aspect of the invention, the sales engine 83 may
suggest neighborhoods based on past number of people home on that
day of the week (or warn a sales manager of potential for no one to
be home). For instance, the sales engine 83 may warn that an Irish
neighborhood may not have the most effective sales on S1. Patrick's
Day based on past sales history.
[0065] While the sales engine 83 has been discussed as one object,
it should be noted that the sales engine may be split into
multiple, specific purpose engines.
[0066] As Sales person connector 90 has a purpose to connect the
database requests and reports from salespeople to the databases and
flag the results as field verified. These requests and reports may
be from devices that include mobile devices 22, computers, laptops
91 and other portable devices that are accessible to salespeople in
the field. Further details may be seen in FIGS. 4 and 5 and their
corresponding descriptions.
[0067] Sales manager connector 92 has a purpose to allow a sales
manager to manage her sales force. The requests and reports are
likely to be from similar machines as the sales force. Further
details may be seen in FIG. 6 and its corresponding
description.
[0068] Referral connector 94 has a purpose to contact partners with
sales and sales opportunities. This may be in the form of direct
database server 80 to partner server 95 communication, emails, text
messages, or an aggregation of information which is then
transmitted to the partner. Immediate communication may be more
appropriate when a salesperson has convinced the resident of the
home to purchase a partner's product or services. Less immediate
communication may be more appropriate when the information is more
related to leads or demographics. Thus, the referral connector 94
may include logic to determine the immediacy of dispatching field
verified data to partners.
[0069] Call center connector 96 has a purpose to route field
verified data to a call center shortly after being sent by a
salesperson. In one embodiment, a salesperson will make the sale to
the resident of the home and then send the relevant data to the
sales person connector 90. As the new data becomes available, the
data may be routed through the call center connector to the call
center servers 97. The new customer or salesperson may then be
called, if further action is required. As the call center already
has the data from the salesperson, the call may be completed more
efficiently and quickly.
[0070] External request connector 99 has a purpose of retrieving
and loading external data into the database server. In one
embodiment, a salesperson requests information about residents of a
house. If the data is not currently in the database, database
server 80 may contact external data vendor 99 through external
request connector 98 to populate the database with relevant
information. The database server 80 may then send the information
back to the salesperson through sales person connector 90.
Similarly, the external request connector may request
prequalification from the credit bureaus, using information about
the confirmed residents of a home. The resident's data may have
been previously retrieved based on the address of a house selected
by the salesperson.
[0071] While server 80 has been shown to be a single machine, it
should be recognized that components of the software may run on
separate machines or in a cluster or cloud setup. In one
embodiment, the databases are hosted on a server that is separated
from the connectors, such that the connector server serves as an
intermediary between the database host and outside
communications.
[0072] Turning now to FIG. 4, a sales process 100 using the sales
management tool 10 is shown. In one embodiment, the salesperson
enters neighborhood 102 at the beginning of her route. She inputs
the first house number and street 104 and sends the input to the
central service. The salesperson then receives house data 106 from
the central service. The salesperson's device may then switch to a
survey mode in which pre-visit inspection data may be entered 108.
After having reviewed the house data, the salesperson may now
custom tailor the sales approach using house data 110. The
salesperson will then decide whether to continue the sale based on
if the customer accepts the services or product 112. Part of that
accepting services or product may include a pre-qualification.
[0073] If the customer accepts the sale, the salesperson proceeds
with finalizing the sale. The salesperson may input more service
data 114 and verify current information. This information may
include payment information, contact information, special
offers/discounts, and other information that may be required,
helpful or tangential to the sale or partners. The service data and
inspection data may then be forwarded to the central service 116,
which may process any payments required or schedule any
appointments. Based on the response received 118, the salesperson
may follow up with any additional product or service offers
received in the response 120. The salesperson may then choose
whether to move to the next house 124 and input a house number 104
or end her sales process in the neighborhood 126.
[0074] Otherwise, if the customer does not accept the sale, the
salesperson will send the inspection data and result of the sales
call to the central database 122. The salesperson may then choose
to move to the next house 124 and input the house number 104 or end
her sales process in the neighborhood 126.
[0075] This embodiment has the advantage of sending field verified
data to the central service 116. The data may be trusted because it
was input when freshly in the mind of the sales person. The sales
person has an incentive to provide the fresh data because she knows
that her manager may monitor the times between submitting the data
(avoiding fraudulently created paper reports done well after the
alleged sales attempt). She is further incentivized because any
leads generated by her report may earn her money.
[0076] Turning now to FIG. 5, an alternate embodiment of a sales
process 130 is shown. It will be appreciated that some steps may be
accomplished in a different order or in parallel. In such
embodiments, an inspection may occur after the customer has decided
to accept or reject the offered services in 132 or 134.
[0077] Turning now to FIG. 6, a flowchart of third embodiment of a
sales process using a sales management tool is shown. The user may
begin by choosing to login 200. Once logged in, the mobile device
may give a current geolocation to the server and receive updated
neighborhood data about the surrounding area 210. The user may
examine the neighborhood data displayed and look for highlighted
predicted successes 220. The user may then tap on the home on the
map displayed on the mobile device to select the home for approach
230. A server request may be generated for the information relating
to the home selected. The mobile device may receive the house data
and supporting data 240 to aid the salesperson in their approach
245. The customer may then indicate a level of interest in the
product by whether they accept an invitation 250 to continue with
the sales process.
[0078] If the customer chooses to not continue with the sales
process, the gathered information is sent to a central database
260. This gathered information may include the reasons for
rejection (i.e. price is too high, potential customer already owns
the product, potential customer does not use the product, etc.), a
site survey of the house (including observed products), or other
information requested through the mobile device interface. The
sales person may then choose to move to a next house 270. If so,
the process may begin again at receiving updated neighborhood data
210. If not, the sales person may exit the process 280.
[0079] If the customer shows an interest in the sale, the
salesperson may use the home data requested earlier to pre-qualify
the customer 290. If the pre-qualifying 300 fails, the salesperson
may end the sales call and the data may be automatically uploaded
by the mobile device in the case of a failure (or it may be manual,
with an opportunity to give more information in a site survey) and
the inspection information sent to the central database 260.
[0080] If the pre-qualification is successful, the sales person may
tailor the sale to the customer to close the sale 310 and send
relevant data, such as closing data, inspection data and financial
data 315. In one embodiment, the system may be used in a security
system sales context. The sales person may conduct a site survey
and suggest various technologies to install, such as motion
detectors, keypads, flood sensors and other useful add-ons. After
the customer and sales person agree, the closing may include a
deposit put on a credit card. The closing data, inspection and
financial data may be sent to the system server for processing. The
mobile device may then receive a response 320, such as a
confirmation or request for further information if needed. If there
are other suggested products or partnerships, the mobile device may
present the offers for the salesperson to offer to the customer
330. The salesperson may then decide whether to move to the next
house 270.
[0081] While many transmissions have been discussed by the use of a
mobile device, it should be recognized that the transmissions may
be made on or with various channels, mediums and/or protocols. The
transmissions may be encrypted, wired or wireless, internet based,
satellite based, authenticated, through public or private networks,
using TCP/IP, UDP or OS1 or through other methods of
communication.
[0082] Turning now to FIG. 7, a flowchart of an embodiment of the
management subsystem 140 is shown. The management subsystem may
include portions to manage employees, profitability and resources.
The manger may login to the management subsystem 142 and then
select a desired action 144. One of the distinct advantages of this
system may be that the information within the database has been
field verified by salespeople with an interest in correct
information. Subtrends, such as people home/not home, are
distinctly more trustworthy from a salesperson marking the data
immediately at the home than from a salesperson marking at the end
of the street--or worse--at the end of the day, or some longer
period.
[0083] The management subsystem may include actions to manage
employees. In one embodiment, the manager may select to review the
employee's current employee status 148. As the central service will
know the times the salesperson requested house data, the manager
may review data that includes the current status of the employee,
the number of houses visited, the success rate and even when the
last house data was requested. The data may show recent activity
149 or discrepancies signaling a problem, including a salesperson
who has not recently requested house data. While in safer
neighborhoods, this extended time may be evidence of a salesperson
on an extended break, in more dangerous neighborhoods it may alert
the sales manager to a potentially dangerous situation. Therefore
the sales manager may contact the salesperson 150 and resolve any
problems encountered.
[0084] In one embodiment, the manager may select an employee
effectiveness report 146. The report may use field verified data
from the central service to give a more accurate picture of
performance than profitability alone. For instance, if a
salesperson's results status is showing many residents that were
home but did not accept the services or product offering, sales
training and help may be in order. However, if a salesperson was
sent to a neighborhood with few people home, the salesperson may
simply need a better territory. Similarly, more granular results
may be useful as well. If the salesperson shows a lot of people
home and a significant time between retrieving the house data and
sending the failed sales result and inspection data, the
salesperson may need training in closing the sales deal--as the
sales person's approach is likely ineffective.
[0085] The profitability of the territory, neighborhood and sales
people may be reviewed. In one embodiment, the manager selects to
review neighborhood profitability. Significant sales within a
neighborhood as evidenced against the number of people home may
suggest a profitable trend to exploit. For instance, recent events,
such as burglaries or other crimes within a neighborhood may cause
more people to be willing to purchase a security system or
insurance. However, if the neighborhood contains many working
couples, that trend may go unnoticed. Therefore field verified data
may be very useful to spot these trends. Normal sales data with
sales per neighborhood may miss such a valuable insight available
with field verified data.
[0086] One of the valuable insights may come from the manager
selecting to review the referrals 152. In one embodiment, the
manager can review the referrals generated and their profitability.
The manager may then inform the sales people of the opportunity
presented by the verified data and the corresponding returns. As
the sales people are likely to make more money with the sales
opportunity, the sales force may be happier as well.
[0087] In another embodiment, the manager may manage the data
stored in the referral database. The manager may collect a list of
residents that have a specific need based on the verified data.
Once the data reaches a critical mass, it may be sold or given to a
partner in exchange for value.
[0088] Another valuable insight that comes with the field verified
data is that a plot of unvisited homes 154 may be very accurate.
Further, the field verified data may include attempted times and
dates of sales visits. With this data, the system may create an
estimate of the number of people home at a selected time on a
selected day. The model may also include a recency factor, to
revisit homes after a certain delay. Homes may also be included
that requested that a salesperson visit another time, or after a
delay, which may be frequently overlooked with paper data tracking
methods.
[0089] By leveraging this data, the software in conjunction with
the manager may plot neighborhood routes 156. Using the verified
data, these routes may be adjusted based on predicted
profitability, number of houses to visit, estimated difficulty of
sale or other metric that may be derived from the verified data and
other data available.
[0090] Many of the actions and reports may also be configured to
give live updates to the sales manager or other person with a need
for the information. Such immediate information may be communicated
in email, text messages or other forms of communication. In one
embodiment, a text message will be generated if the employee does
not request house data within a certain period of time. This also
may be adjusted according to the last request received by the
central service. A salesperson that has finished an inspection, but
has not requested new house data, may have a shorter timeout than a
salesperson who has requested the house data and is likely in a
sales situation.
[0091] While a more generic embodiment is shown in FIG. 7, it
should be realized that there may be several layers to the
management subsystem. In another embodiment, the management
subsystem may be split into a sales manager management subsystem, a
referral management subsystem and an overall management subsystem.
The sales manager subsystem may give report and route information
to the sales manager for her area but restrict the sales manager
from partner and profitability statistics. The referral management
subsystem may restrict the referral manager from route and
salesperson information but give access to partner data and
statistics. The overall management system may give all access, but
also include reports about each individual sales manager and assess
profitability of each of the partnerships and/or offers.
[0092] Turning now to FIG. 8, a flowchart of the database
enrichment subsystem is shown. In one embodiment, the system has at
least two purposes: to deliver data to sales people for better
sales approaches and to enrich the database with field verified
data. As any data retrieved is likely to be enriched by a response,
the more the database is used, the more valuable it becomes.
[0093] In one embodiment, the process begins with the database(s)
being created 160. After creation, the system may wait for requests
or results from sales people 162. When a message is received in
164, the message must be identified as results from sales 166 or a
request from sales 168. Once identified, the system may begin to
process the message appropriately.
[0094] In the case of a request from sales 168, the sales person
would like to query the database about a residence. The system may
receive the request from sales 170, parse the message and store
appropriate data. If the requested data is in the database 172, the
system may simply retrieve the data from the database 174. If not,
then the system may request the data from an external provider 176
or even multiple providers. This new data is then stored in the
database 178. After the data is retrieved by either method, the
data is sent to the salesperson 180 and the system waits for
another request 162.
[0095] In the case of results from sales 166, the salesperson may
be returning data related to the house data requested earlier. The
system may receive the results from sales 182, parse the message
and store appropriate data. In one embodiment, this includes if
there was a successful sale 184, updating the sales database 186
with that information. Then if the message contains a referral 188,
updating the referral database 190. And if the message contains an
inspection 192, then updating the lead generation database 194.
Finally, any field data gathered is flagged as verified 196.
[0096] Data about the request or results message may be stored as
well. In one embodiment, the time difference between the request
for information about a house and the results may correlate with
the effectiveness of a salesperson. Similarly, storing times and
dates of residents found at home may correlate with the best times
to visit the neighborhood. Thus, effective field verified data may
include more than just sales and referrals.
[0097] While some events in the description of figures may seem to
be sequential or tailored to a single request, it should be
recognized that both the processing of a request step and the
processing of multiple requests may be done in parallel. For
instance in FIG. 8, data may be simultaneously requested from an
external provider in 176, while results from the database may be
retrieved in 174. The results may be compared and differences
flagged.
[0098] In FIGS. 9 to 32, an exemplary embodiment is shown through
the use of screenshots and a description of the process. It should
be recognized that the process may be implemented in other ways and
not limited to the embodiment described. For instance, the specific
embodiment of the mobile device shown is an iPhone by Apple with an
application called DataReef.
[0099] Upon arriving in a neighborhood, a user may activate the
system on their mobile device. In FIG. 9, the user activates the
application and logs in. More specifically, the user may enter the
account owner 400, user name 410, password 420 and server name 430
to log in 440.
[0100] Once successfully logged in, the user may be presented with
neighborhood screen 450 as shown in FIG. 10. Using a location
device, such as GPS, the mobile device may identify and display the
current location 460 of the sales person on a map. The map may also
identify individual homes, such as by a push-pin 470. Homes with
special relevance may be highlighted. Here, the homes identified by
the sales engine through predictive analysis as high potential are
highlighted with a star 480. Prior sales are identified by a green
highlight 490. Homes registered by a prior sales call as "not
interested" are highlighted red 500. Prior sales calls that
registered the home as "not home" may be gray 510. Other potential
information may also be highlighted, such as current accounts,
potential danger, or other information, including those related to
safety, profitability, past history or difficulty of sale. The
salesperson may also choose to access other portions of the tool,
such as a territories report 520, the street sheet layout 530,
refocus on the current location 540, switch to reporting 550,
select other options 560 or request a refresh of the current
information 570.
[0101] If the salesperson desires, the salesperson may choose to
view the list of homes on a street sheet 580, such as in FIG. 11.
The street sheet may include house addresses 590 associated with
homeowner names 600 retrieved from public or private databases.
Each home database entry may be further enriched with data from the
sales system, such as an icon 610 indicating the last status of
contact. In the current screenshot, there was no last status of
contact for the homes listed. The street sheet may include further
features for ease of use. A salesperson may limit the listings to
even 620 or odd 630 house numbers, because the sales person may
only want to walk on one side of the street. The home listings may
also be grouped by street 640. The tool may also provide methods to
link to other portions of the tool as more fully described
above.
[0102] In some embodiments, the sales person is only allowed to
view the homes within their assigned territory. Thus, homes not
within the sales person's territory may be hidden from view,
including the street sheet and the map view. A sales manager may
control this feature from their sales management interface.
[0103] If the sales person approaches a home and the sales call
results in a person not interested, the salesperson may mark the
home as not interested along with a reason code. FIG. 12 shows a
screenshot of an outcome coding screen 650 that shows the current
outcome 655 and includes a reason code 660 and a relevant survey
670. In this case, the salesperson is surveyed on whether the home
displays a security sign.
[0104] The system may then return to the neighborhood listings,
such as the street sheet shown in FIG. 13. The home status icon 610
may be updated to display the current states of the neighborhood
homes. Here, the top address was updated to not interested with a
reason 680 of the fact the owner had a dog or gun.
[0105] However, if the sales call approach is not immediately
dismissed, the salesperson may request useful supporting
information. In FIG. 14, the salesperson may retrieve nearby
current accounts 690 as references to a current accounts list
screen 685 In the event that a sales person represents a company
who has existing or former customers in the near vicinity of where
the sales person is currently working, it may be helpful to the
sales person to know information about the nearby accounts, such as
names 700, distance 710 and number of months 720 as a customer. The
sales person may use their names for reference and creditability.
If needed, the accounts may also be listed on a map screen 725 to
gauge the proximity to the current sales opportunity, such as
highlighted account pins 730 in FIG. 15.
[0106] If needed, the salesperson may call up an information screen
740 on the expected residents of the home, such as in FIG. 16. This
screen may be gathered from a mix of public and private databases.
For instance, the home address information may be used to identify
the residents 750, and then the residents names 760 may be used to
look up information about them personally 780. This information may
also include information that helps the sales person close the
sale. In some cases, the important information may be highlighted,
such as reports of recent crimes in the area or that house
specifically. In other cases, the information may be present, such
as the build date of the house 790 or expected phone number 800. If
needed, the salesperson may take notes or request further reports
810. These reports 810 may require an extra request because the
report costs money.
[0107] For example, if the salesperson decides that the current
sales opportunity is promising, the salesperson may request a
pre-qualification of at least one of the residents. Using the
information retrieved previously about the expected residents, the
salesperson may select a resident 820 from the resident selection
screen 830 shown in FIG. 17 and automatically include the currently
known information 840 into the pre-qualification screen 850 shown
in FIG. 18. If changes are required, the salesperson may select
individual items to correct. Sensitive information may be hidden or
restricted from the sales people, including social security numbers
860. However, in the event of a request failure, the salesperson
may be permitted to enter new information, without access to the
original information. Similarly, cost attribution information 870
or other accounting information may be entered. Otherwise, the
salesperson may select the pre-qualification button 880 to run the
pre-qualification.
[0108] The system may include checks and verifications to enforce
compliance with policy or law. In some cases, it may be useful to
restrict a salesperson from closing a sale. In some cases it is
useful to restrict salespeople who are not licensed in the state
from completing a sale. In FIG. 19, the compliance screen 890 is a
method to restrict the pre-qualification ability to people with
state licenses. A pop-up 900 is shown with an explanation relating
to the noncompliance reason. In this case, if the pre-qualification
screen cannot be run, the sale cannot be completed. The unlicensed
salesperson would have to request a licensed person to complete the
sale.
[0109] Once the resident has passed pre-qualification, the
salesperson may work out the terms of the sale, such as seen in the
terms of sale screen 910 in FIG. 20. This may include activation
fees 920, installation fees 930, terms 940, upgrades 950, points
960, contract length 970, monitoring fees 980, immediate dispatch
990, installation date scheduling 1000, installation time
scheduling 1010 or other important data. Once complete, the
salesperson may also arrange to take payment 1020 for any deposit
or fees owing, by inputting the information in the mobile device.
In some cases, the payment may be immediately processed.
[0110] FIGS. 21 to 24 show different methods of imputing and
restricting input to the terms of sale. For example, the payment
screen 1030 payment types may be restricted to specific cards,
credit cards or EFT, as shown in FIG. 21. Similarly, the activation
fee screen 1040 may be restricted to authorized activation fee
levels, as shown in FIG. 22. However, a more generic input may be
desired for other input, such as in the points screen 1050 for
points, in the case of alarm installation sales, as shown in FIG.
23. Similarly, FIG. 24, shows a notes screen 1060 with generic
input for notes on the sales opportunity.
[0111] Once, complete, the salesperson may return to the
neighborhood listing, as shown in FIG. 25. Here, the updated street
sheet 1065 has been updated with the sales person's activity. The
first home 1070 remains marked as not interested with a reason of a
dog or gun. The second home 1080 was marked as not home and the
recently completed sale 1090 was marked as well.
[0112] The system may also contain logic to prevent salespeople
from performing unauthorized action. For instance, if the sales
person tries to request for information on a current customer, the
system may show an error message pop-up 1100 such as in FIG. 26.
Similar restrictions may apply for other homes or information. For
instance, the system may prevent contact with people who declared
they were not interested for a period of time, such as one year. It
may also prevent contact with people known to be under contract
with another company until the contract is up. The system may also
provide safety warnings, such as entering a dangerous neighborhood
or attempting a sales call on a previously marked violent or
threatening homeowner.
[0113] The system may also allow the salesperson to search and/or
scroll through homes and/or owner names. FIG. 27 shows a screenshot
of a house ID map screen 1110 marking a currently identified home
1120 with an address listing 1130 and homeowner name 1140.
[0114] The system may also allow the salesperson or sales manager
to run reports and/or receive reports on their mobile device. As
seen FIG. 28, a breakout report 1150 may contain information on the
total number of doors attempted 1160, the number of people who
answered 1170, the number of people passing pre-qualification 1180,
the passing rate for pre-qualification 1190, the number of sales
1200, the number of credits 1210, the number of credits per sale
1220, the number of credits that pass 1230, the passage rate of
credits 1240, the rate of closing in gross 1250 and net 1260, and
rate of closing for those that pre-qualify 1270. These statistics
may be adjusted by various ranges, including date, time of day, day
of week, salesperson, group of sales people, neighborhood,
proximity to event (such as recent crime) or other ranges.
[0115] Various sub-reports may be selected and viewed as well. FIG.
29 shows a summary statistics screen 1280 for a sales manager's
various territories, which may drill down into further sub-reports
1290. For example, a sub-report selection screen 1300 may include a
report based on house status 1310 as seen in FIG. 30. A sales
manager may review a graphing screen 1320 of the more common "not
interested" status reasons 1330 as shown in FIG. 31 and arrange
training to overcome the reasons. The reports may contain various
granularity and summary screens. For instance, a sales manager or
sales person may browse the sales by date. In FIG. 32, a sales
person may browse their sales history by date in a sales browsing
screen 1340. Each date 1350 shows a summary statistics 1360 for
that day along with a sales icon 1370 identifying days with
sales.
[0116] It should be recognized that screens and reports may be
linked. For instance, in FIG. 32, the statistics are summarized for
each date. However, a sales person or manager may select the arrow
1380 to drill down further into the report and see more granular
results.
[0117] There is thus disclosed an improved sales management tool
and associated methods of use. It will be appreciated that numerous
changes may be made to the present invention without departing from
the scope as defined by the claims.
* * * * *