Reference no: EM133345923
Case Study: The success of green Life Financial depends on the company's ability to provide its customers with high-quality service. This is done through the work of two of its large departments: the Distribution and Marketing team and the Career Sales Force. The former is made up of employees who handle the company's wholesale sales, while the latter is composed of advisors who sell individual products and services. Due to the nature of the two departments, the amount of administrative work they did increase over time. For instance, the Marketing and Distribution team had to handle a large amount of data, which was often a manual process. This was taking a toll on the employees' productivity.
In 2014, green Life Financial launched a sales transformation program. The company's distribution and marketing team were then able to use the Sales Cloud CRM to improve its efficiency. This system allowed them to monitor the various activities of their advisors. It also allows them to identify areas where they can improve their performance. Today, almost 300 sales representatives and over 5,000 field managers and advisors use the CRM system.
The CRM allows green Life sales representatives to analyze the data related to their advisors and share information with their colleagues in the insurance and wealth industries. This allows them to identify areas where they can improve their performance and increase their chances of converting their customers into sales. With the help of CRM, advisors now have a better understanding of the sales cycle. Through the Sales Cloud CRM, advisors can now see how their leads are converting into sales, and they can determine if they should spend more time on this process. The software also allows them to calculate the number of appointments that they should make in order to reach their sales goals.
With the help of Salesforce solutions, green Life was able to create dynamic dashboards that showed the company's sales performance and opportunities. The company also said that it would boost its revenue growth by about 10% over the next three years.
Question: explain and analyze why the IS discussed in this situation should be integrated with the IS used at Sun Life's other departments (i.e., Finance, HR, etc.)