Sales Force Automation

Who:  Large Leisure Vacation Tour Packager

Problem:  Develop an automated system to keep field sales representatives connected to the latest pricing and inventory positions.  Automate administrative functions such as submitting travel requests, expense reports and status reports to reduce cycle time for processing and approval.

Solution:   Develop a custom designed Lotus Notes based Sales Force Automation system that delivered critical information to the field sales representatives.  Identified and created sales extract files from AS/400 DB2 database environment that contained the relevant pieces of data pre-summarized for the field sales group.  Engaged in process workflow analyses to streamline and automate the administrative tasks through the Lotus Notes environment.

Result:  Within 6 months of the initial implementation, the cycle time for administrative functions was reduced by over 50%.  Additional, the information sales representatives had available to them regarding their customers, pricing and inventory assisted in driving year over year sales improvements ranging between 7% and 25%.