Patent ID: 7729931

Claim:
A method of improving sales performance over a plurality of geographical sales regions, comprising: providing a computer system, wherein the computer system comprises a processor and a software module embodied on a computer-readable medium, the software module comprising a set of instructions for execution by the processor; determining characteristics of each of the geographical sales regions; determining a sales parameter, over which control can be exercised, for each of the sales regions; developing, by the processor, a logged model relating revenue and the sales parameter to the characteristics, for each of the sales regions; performing an analysis of the logged model to determine model parameters relating the revenue and the sales parameter to the characteristics; producing, by the processor, a revenue norm and a sales parameter norm for each of the sales regions based on the model parameters; producing, by the processor, a revenue score and a sales parameter score for each of the sales regions based on the revenue norm and the sales parameter norm for each of the sales regions; and comparing the revenue and sales parameter scores for each of the sales regions to determine how to adjust the sales parameter to increase revenue for each of the sales regions, wherein developing a logged model comprises: creating a logged model for revenue (R) that comprises: l ⁢ ⁢ n ( R ) = β R + ∑ n = 1 N ⁢ β n R ⁢ l ⁢ n ( F n ) + ∑ i = 1 N - 1 ⁢ ⁢ ∑ j = i + 1 N ⁢ β i ⁢ ⁢ j R ⁢ l ⁢ n ( F i ) ⁢ l ⁢ n ( F j ) where F x represents one of the determined characteristics for an associated sales region, and N is a number of the determined characteristics of the associated sales region.