10,000 expense cases per month. Each one decided correctly.
Field sales teams generate the highest case volumes and the most policy violations. Not from malice, but from complexity: daily client visits, hotel bookings, entertainment expenses, mileage claims. The Travel Decision Layer replaces sample-based checks with systematic policy enforcement. Every case. Every rule. Every time.
Three problems that scale creates
Policy enforcement at scale
Systematic policy enforcement replaces random sampling. When 500 field representatives each submit 20 expense reports per month, sample-based auditing catches 5 to 10 percent. The Decision Layer checks 100 percent.
CRM integration
Every client visit has a business purpose. The Decision Layer links CRM data to travel expenses: which client was visited, which opportunity, which revenue attribution. No manual entry, no missing business purpose.
Weekly settlement
Field representatives prefer weekly settlement over individual expense reports. The Decision Layer batches all trips of a week, calculates per diems and mileage, and generates a single weekly settlement per representative.
Decision steps of a sales week
| Step | Decision | Decider | Rationale |
|---|---|---|---|
| 1 | Link trip to CRM opportunity | Rule engine | Calendar + CRM data matching |
| 2 | Determine per diem | Rule engine | Country and duration based |
| 3 | Calculate mileage | Rule engine | Distance, vehicle type, rate |
| 4 | Check entertainment policy | Rule engine | Amount, attendees, purpose |
| 5 | Check hotel policy | Rule engine | Rate cap per city tier |
| 6 | Batch into weekly settlement | Automatic | All trips of one week aggregated |
| 7 | Map to cost centre and opportunity | Rule engine | Client, project, revenue attribution |
| 8 | Generate payroll export | Automatic | Weekly settlement posting |
Architecture and implementation
The Travel Decision Layer runs on Gosign's enterprise infrastructure: EU data residency, containerized, multi-tenant, no external dependencies. For sales configurations, this means: CRM interfaces for automatic trip-client linking, volume processing of 10,000+ transactions per month, and weekly settlement logic. Typical pilot projects start within 3 months with one sales region.
Frequently Asked Questions
How does CRM integration work?
The Decision Layer is configurable to read client visit data from standard CRM systems (Salesforce, Microsoft Dynamics, SAP CRM). Calendar entries and CRM activities are matched to travel expenses automatically.
Can the system enforce different policies by region or team?
Yes. Policy rulesets are configurable per organisational unit, region, or seniority level. The Decision Layer applies the correct policy automatically based on the employee profile.
How does the veto model work for sales?
The employee receives a weekly settlement notification. They have a defined period to raise objections. If no objection is raised, the settlement is processed automatically. This replaces the traditional submit-approve cycle.
What about entertainment expenses and client hospitality?
Entertainment expenses are classified by type, amount and number of attendees. The Decision Layer applies jurisdiction-specific deductibility rules and checks against client-specific and company-wide entertainment policies.
How complex is your sales travel expense logic?
In the Sales Simulation, we configure the Decision Layer with your real-world scenarios: your CRM integration, your policies, your volumes.
Request Sales Simulation