Wainhouse Research

Optimizing Sales Team Performance Using Unified Communications and Collaboration

How integrating collaboration technology with sales processes can significantly enhance sales force productivity & effectiveness

This white paper, sponsored by Cisco’s Collaboration for Sales initiative, describes a highly successful sales transformation program based on collaborative technologies and sales process transformation that has allowed Cisco sales teams to increase customer interactions by 40 percent, improve customer satisfaction ratings, and reduce travel expenses by 50 percent.  Three distinct opportunities quickly emerge for sales process optimization: reducing travel while increasing the frequency and quality of customer interactions, accelerating performance through finding the right people anytime and anywhere within the organization, and connecting account managers and sales specialists instantly with relevant sales content. By combining sales transformation best practices with collaboration technologies, this white paper shows how other sales organizations can replicate similar results within their own companies.