Sales Training Database

Personal Computer World Business introduced a sales development program which identified a set of key sales skills. Each sales rep received training in these skills and was required to record evidence so managers could assess individual and team competency.

Paul Stanley Software was commissioned to provide a bespoke, secure database application to record and report the scores across the company.

Data Entry

The database records up to 32 competencies or skills for each of the 200 Sales Reps in the organisation.

After completing training sales reps securely log into the system and enter details of evidence against each competency – up to a max of ten evidences per competency. Links to word documents can be made as supporting evidence. Reps can also assess their own level of competency by entering a colour coded score, 1 – 5.

Unit Managers review of the evidence provided by the Reps in their unit and score them appropriately for each competency.

User Levels

There are five specific access levels. The access level determines whose records can be viewed and the reports that can be run.

Super User see all records and can adjust any score

Sales Manager can access all Sectors within own Department

Sector Manager can access all Units within own Sector

Unit Manager can access only Reps in their own Unit

Sales Rep can only access their own details

Reports

The Personal History report shows all scores for any Sales Rep for the last 12 months.

Managers can produce a summary report for each team they are responsible for, showing the scores for each team member and team averages.

Reports are created in Excel to enable users to manipulate data as required.

Periodic Snapshots

The system automatically takes a snapshot of the data on the first day of a new period. 24 months of data is kept for historical reporting.

External Corporate Database

A second database is configured for Sales Reps working remotely from the central office who have a slightly different set of competencies. Remote data entry to this database is through a web interface built using Active Server Pages.

Microsoft Foxpro is used as the database engine and development platform.

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