 |
 |
I wondered if anyone might be able to point me in the right direction on the following. I'm not entirely fully sure what I need/ and if it even exists. I'm looking for a software package that might help me achieve some of the following. We have a large number of sales representatives, and these all log their customer calls on an electronic territory management system. At times clients will provide us with a list of target customers, and wish to know which of these we can see, and how many times in a given time period. I can look at this in a basic way, i.e. either examining what one of our sales teams has historically achieved on this group, or using all of our calling data and coming up with different combinations of teams. What I am struggling to do is be able to say what a new team for example could do based on the historical calling. For example, I could see how many times on average each customer has been seen, but then need to model this back to what is possible for one team. I know any particular team of a given size will achieve seeing about 40% of their customer base in a year, yet all teams combined achieve about 80%. I need to know which of the 80% one particular team is more likely to see. I can supply any model with the ease with which each customer can be seen and other metrics. The bit I'm finding really hard to determine is the following- imagine there are three customers, each can be seen as easily as the others, and you have seen two of them once, and the other not at all. What is more likely, to see the third one for the first time, of one of the others for the second time. Is there some software or technique for analysing past calling patterns and using these to predict likely future calling patterns, based on set objectives, targeted customers etc? Thanks Graham