As a global leader in the elevator and escalator industry, KONE provides elevators, escalators and automatic building doors, as well as solutions for maintenance and modernization, which add value to the life cycle of any building. In 2015, KONE had annual net sales of EUR 8.6 billion, and at the end of the year close to 50,000 employees.
KONE's Philippines operations, KPI Elevators, wholly owned by KONE Corporation in Finland, is situated in Makati central business district, with a branch office in Cebu.
A normal day for Kone's New Equipment Business Sales Specialist at the Philippines branch, Yuseco Nicolas, would involve communicating with his sales team for a pipeline update. "If sales managers wanted a real-time understanding of the sales situation, they'd have to ask questions all the time," Nicolas continued. This created a mismatch between sales forecasting inside Salesforce and how close their sales team is to reaching the quota.
As Kone Philippines' sales teams switched into working remotely recently because of the Covid-19 pandemic, Managing Director Markus Nisula was glad that their team are already using Salestrail. "The Covid-19 crisis has helped us see the benefits of Salestrail as all of us are working from home now", said Markus.
Every sales rep in our team can see each other's sales activity level, which motivates the whole team to push forward and keep selling, even in a very difficult situation. As a result, sales managers spend less time trying to keep up with their sales pipeline and sales rep can take more initiatives, seeing their performance compared to the whole team's.
This also made the initial concerns among the team about "monitoring sales reps" go away, as Markus explained, “If you have poor performance, it’s natural to feel insecure and resistant to automatic activity logging. But it helps normalize this and gives valuable data insights for sales leaders to provides more tailored, effective coaching.”
As part of their quick adaptation to working from home, the top 3 most active sales executives are recognized and celebrated every week, encouraging healthy competition even when everyone is working remotely.
“Salestrail really brings transparency to manage sales activities that all sales managers have been hoping for.
Managing Director, KONE Philippines
With a manual logging practice, for every new lead added to Salesforce, it was very difficult to make sure their email, phone number etc were put in correctly. Those are valuable lead information that Kone Philippines' team had a high risk of losing.
After a few weeks of using Salestrail, the quality of data in Salesforce has been improved. According to Markus, on top of the automatic activity logging functionality, Kone Philippines' sales team has been using the data on unlogged calls / emails / events to identify mismatched contact information.
The principle is simple, if the sales activities can be logged automatically, the contact details in Salesforce are up-to-date. Besides, Salestrail users can choose the logging mode to be automatic or manual, and view their logged and unlogged activities before inputting data to Salesforce.
As every sales team is different, their need for data collection can be very specific. Hence, a one-fits-for-all solution rarely provides great benefits to both its users and also CRM data analysts. That's why Salestrail is highly customizable according to each customer use case.
Markus shared his experience working with our team, "It has been an easy and quick collaboration with Liid's team on our requested customization features. Discussing new feature development ideas that can help solve our problems is very pleasant and straightforward."
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"Salestrail really brings transparency to manage sales activities that all sales managers have been hoping for, Markus summed up.