Before Keith Hawkyard's employer implemented a Web-based enterprise incentive management (EIM) system, he spent several hours every month leafing thro-ugh paper reports looking for his cancelled accounts.Now, with a new EIM system in place, Hawkyard, who sells automobile and homeowners insurance for San Francisco-based California State Automobile Association (CSAA), spends minutes rather than hours locating those accounts-with more time for follow-up calls to turn those cancellations back into policies.

"I simply go to the Web portal, export the [production] report into Excel, do a search by transaction type, and pull the cancellations right up," he says. "Now, I can use the time I previously spent searching for that information to focus on other activities that will turn into sales."

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