- – Reduces admin and reporting time by 1.5 hours per day
- – Allows for more income generating selling activities to happen daily
- – Monitors daily customer visits and keeps sales people accountable
Time wasted and excessive admin
In the past sales people spent a lot of time documenting visits and order information in Excel. On average, they spent 1.5 hours a day capturing information and, in addition to that, made unnecessary trips to the office.
‘We realised our sales people spent only 15% of their available time in front of customers, selling and promoting our products, while 85% of their day was spent on planning and administrative activities,’ Steve, Sales Director at Atlas Oil, explains.
No real insight into field activities
Atlas Oil previously used Excel to capture quantitative visit information, and this information was dependant on the amount of detail in the information supplied. Qualitative data was very difficult to capture.
‘The most crucial information provided during conversations with customers are what they are actually saying and asking,’ Steve emphasizes.
‘In these conversations you learn what the customer’s needs are and how you can add value to their situation.’
From a management point of view, it was difficult to try and improve on service delivery by only interpreting numbers and not having real insight into the conversations that sales people were having with our customers.
Not maintaining consistency in terms of customer visits
Sales staff struggled to keep up their visit frequency for a whole week. Steve noticed that they would start off with a bang, but then lose steam towards the end of the week. This was due to a lack of proper planning and keeping track of their visit rates.
‘They would also tell you from memory when they visited a customer. It could have been two days ago or weeks ago, you never had a measurable proof. It’s easy to lose sight of time and then lose sight of your customers in the process,’ says Steve.
Becoming more productive
Atlas Oil employed a performance coach who worked with their sales team at the time when they first heard about Skynamo and the value it could add to their business. The performance coach certainly added value to their business but they were still looking for something more tangible and measureable.
‘The performance coach working with the team and I recorded every move of every day helping us to understand what our daily activities were focussed on, and this is when we realised that 85% of our day was spent on planning and administrative activities.’
Atlas Oil looked to Skynamo to enable them to maintain higher levels of productivity while developing a healthy and sustainable office culture.
‘We didn’t have to police our sales staff, because we gave them the right tools with which to complete their tasks. Skynamo came along as the next step in our transformation into being a more productive team,’ says Steve.
Bringing salespeople on board
Skynamo was welcomed by the sales team as it meant they didn’t have to work in Excel anymore. The value that it added to the company was that the actual conversations and matters discussed during customer visits were now documented, which was never the case before.
‘It is important to manage the transition well, and make sure our sales people are properly onboarded, and buy into the change’, stresses Steve who understands that change takes time.
Atlas Oil encourages the team to use Skynamo as a tool to track their actions and conversations so that they can improve the quality of any sales call.
‘Skynamo is a powerful management tool that we use to coach our team and uncover their strengths and weaknesses. It helps us to coach our staff by identifying opportunities and it certainly helps to keep us accountable to each other,’ says Steve.