Abstract: A database navigation system for navigation and use of sales target information in a database, wherein a salesperson navigates the database by logging into the secured system. Once logged in, the system displays a Leads Worksheet that lists the sales targets from the database assigned to that user and the name of a prospecting cycle that the user will follow with that target. The prospecting cycle includes several management-defined steps, which actions the user completes using the tools provided. The history of user interaction with target data creates metrics used by the salesperson and management to evaluate performance and generate performance reports. The database navigation system is essentially an automated “cold call” sales prospecting process.

Abstract: A database navigation system simplifies the navigation and use of sales target information in a database. The salesperson, i.e., the user, begins navigating and using the database by logging into the secured system using a computer. Once logged in, the system displays a Leads Worksheet that lists the sales targets, or “suspect”, from the database assigned to that user and the name of a prospecting process, i.e., a prospecting cycle, that the user will follow with that target. The prospecting cycle comprises of several management-defined steps. Once the user creates a To-Do list of the targets to pursue that workday, the user goes to an Action Page. Here, the user completes the actions in the step of the prospecting cycle for each selected sales target using the tools provided. The system creates a log, i.e., a history, of the user's actions including phone calls, e-mails, video transmissions, and the like as related to the target.