Similar to many insurance providers, Omaha, Neb.-based Jefferson Pilot Benefit Partners knows that field sales representatives were assigned their title for a reason. The emphasis on "field" provides them license to network away from the home office as often as possible.The problem: The home office is where the heavy lifting is performed from a data processing standpoint. When field reps conduct business outside the office, they often devote an equal amount of time-or more-at headquarters to ensure data they collected in the field was properly captured and processed.
"Corporations have adopted the Web as the panacea for information sharing," says Jerry Goedicke, president and CEO of Mobitor Corp., a San Ramon, Calif.-based mobile solutions provider. "Yet, the very nature of the Internet has tethered sales professionals to their field offices and prevented them from closing business at the point of sale. The reliance on constant connectivity to corporate information systems has reduced direct interaction with the customer."
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