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.
More Examples of Bespoke Software
Applications >> |
