Skynamo is like an app-sized office
“It’s a brilliant tool from a sales point of view. It’s like having your own little office captured into an app.”
In the past, when customers asked for very specific compliance documentation before signing contracts, for instance, Protekta consultants first had to go back to the office to collect it. All such documents are now readily available because emails with attached documents can be requested and received via the mobile app.
“As a sales manager who spends time on the road myself, I’m able to stay in touch with our sales consultants while I’m out in the field. The car becomes my office,” tells a satisfied Gottschalk.
Order-taking errors are eliminated
When interacting with customers there is always the worry of forgetting what exactly was discussed once you arrive back in your car or the office to capture all the information. Skynamo enables field consultants to capture everything immediately which ensures accuracy.
“Right after I’ve spoken to a customer and all that has been discussed is still fresh in my memory, I walk to my car and record all information I need to take care of their needs,” shares Gottschalk who also conducts customer visits himself. “I really enjoy using the speech-to-text function. I sit in my car after visits and talk into the device, capturing as much info as possible.”
Sales coaching made easy
The previous day’s sales reports are received every morning, allowing Gottschalk to read through field activities from the day before. Seeing exactly which customers were visited, what questions arose during those visits, whether customers were actually there during visits, and whether specific follow-up visits are required, enables Gottschalk to coach consultants via Skynamo’s management interface. Whether he is in the office or not, he can help them get through their visits and focus on their planned outcomes.
“We can see from the feedback received whether the correct questions are being asked and if consultants are doing product demonstrations. It helps with providing quality visits instead of merely a great number of visits.”
“We are able to help our consultants be more proactive in their engagements with customers. We’re helping them to be actual consultants. By guiding each other on the right questions to ask, we can collectively figure out what customers need and come up with solutions to problems,” says Gottschalk.
Better planning and improved customer relationships
“Skynamo helps us with planning and to construct our visits more strategically, instead of simply making courtesy calls.”
Access to historical data helps consultants plan their conversations with customers in more detail. Knowing what was discussed with a specific customer before and what needs to be addressed or revisited since a previous visit, enables consultants to prepare better for their daily calls. They don’t simply go around for “courtesy calls”, but can serve their customers with valuable information, relevant to their individual needs.
“You know where you stand with each customer. Knowing what was discussed the previous time you met helps reps steer conversations in the right direction. Having all the info you need at your fingertips certainly helps you deliver a more professional service. Everything can be done right on the spot, you don’t have to make people wait,” Gottschalk confidently shares.
Customer visits increased
The visit analysis report gives immediate insight into the number of customers visited per day and when they were visited. Protekta uses this report feedback to discuss strategies to increase their weekly number of customer visits and has found it to produce successful results.
“We will notice, for instance, that one of our consultants never visit anyone on Fridays. We then tried to rearrange their weekly schedule to see if Fridays deliver a higher visit rate. It worked. We helped one of our consultants increase his weekly visits by nearly 50%,” says Gottschalk.
Time spent on admin reduced
Call reports are no longer done on paper, photocopies no longer need to be made, trips to and from the office to search for or deliver documents are no longer necessary, and it is easier to pull up reports during sales team meetings or customer visits.
“Digitalisation, along with all the other benefits already mentioned, contributed to the fact that time previously spent on admin was now available for direct selling activities,” concludes Gottschalk.
“What I value most about Skynamo is its multiple functions. The daily reports, how it streamlines and reduces the time we spend on admin, and how it allows us to plan better and therefore manage our customers more effectively.”