- – More effective sales solutions
- – Better equipped reps
- – Sales coaching made easy
Understanding customers’ needs and providing them with a quality service is key to Ernest Lowe’s sales strategy. Reps are the company’s eyes and ears out in the field who help them optimise their ongoing service delivery.
Empowering managers with a new sales tool
Ernest Lowe was using another sales tool before switching to Skynamo, but something was missing. Most sales tools could be used for writing quotes and taking orders, but their need was for a sales tool to help deliver a better service to their customers.
The challenge Ernest Lowe was facing was the proper dissemination of information. It was a real battle to find out exactly what was being discussed between reps and customers and how to report that information back to not only the direct line manager, but also to the executive team.
“Now, with Skynamo as our CRM tool, we have that immediate report that gets updated and shared daily. Information is power, and Skynamo gives that power to managers because we always know what’s happening,” tells Ian Sinclair, National Sales Manager.
Managers didn’t have access to what was being discussed during customer visits and therefore weren’t able to keep track of what was happening in the field. “Skynamo gives us access to this vital information, which helps us to be proactive rather than reactive when dealing with customers,” Sinclair further shares.
Tracking KPIs and managing sales performance
Key Success Indicators (KPIs) for Ernest Lowe reps include: the amount of calls made on a weekly basis, the amount of time spent with a customer (face-time), the number of quotations generated, and the number of orders received.
It’s not only managers and executives who benefit from having all information related to field sales activity available in real-time. Reps are able to constantly keep track of their performance against KPIs and consequently manage their time and activities more professionally.