Apparatus for generating sales probability

DETAILED DESCRIPTION The present invention is a method and apparatus for generating accurate sales probabilities.
The apparatus, a sales probability generator, comprises a general purpose computer having a central processing unit (CPU) and a memory for generating sales probabilities.
More specifically, an operating system and sales probability engine are loaded from a storage medium into the memory and executed by the CPU.
The sales probability engine utilizes various sales information to determine the account control level corresponding to a particular stage of the sales cycle.
The account control level is an objective measure of the sales person's management of a sales account.
More specifically, it is a measure of the sales person's ability to gain access and address the buying criteria of key members of the buyer's organization who control the buying decision.
A sales probability is then derived by applying the account control level and the current stage of the sales cycle as indices to a sales probability look-up table.
In turn, the sales probability is multiplied with the total potential dollar value of the sales account to produce an objective measure, "probability dollars".
This measure or parameter is used to produce an accurate sales forecast which quantifies the likelihood of success for each sales account in terms of dollar values.
The present invention may also incorporate various optional methods of refining the sales probability by applying adjustment factors which account for skill level of the sales person (years of service, training, quota attainment and the like), the pattern of stage progression of the sales cycle, maturity of the data set (sales probability look-up table), relevant economic conditions, geographical conditions, maturity of the market region, relevant government trade policies, support capabilities or use of agency.