This case study describes the Specialist Optimization Access and Results (SOAR) program at Cisco, which aims to increase sales productivity by enabling the company’s sales specialists to do more work virtually. This program encompasses innovative ways of leveraging employee expertise by combining Cisco® solutions for virtual access, Cisco Unified Communications, Cisco WebEx® collaboration tools, and Web 2.0 tools. Cisco is already gaining numerous benefits from combining these capabilities, including:
- Accelerated revenues and increased sales opportunities from higher sales productivity
- Higher customer satisfaction with faster sales responsiveness
- Improved work/life balance for sales specialists
- Better resources for sales teams and lower growth rates of expert staff
- Reduced travel expense and impact
