Importance

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Abstract

A data collecting and processing system captures the actions of sales personnel and presents performance metrics in accordance with specific corporate-wide assessment criteria. By using a system that standardizes the data collected, the performance metrics, and the assessment criteria, corporations can establish performance standards and goals beyond the traditional revenue v. cost of sales criteria. Because the performance standards and goals may be defined and presented based on the standardized assessment criteria, each salesperson's behavior can be attuned to achieve the established goals. As the system continues to be used, the assessment criteria may be fine tuned as particular metrics prove to be particularly relevant to generating revenue or developing future sales. Trend analysis and other tools may also be used to develop correlations between the actions of sales personnel and the likelihood of future success.

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First Claim