An interview with Jack Webb, National Sales Manager of Pro-face America. Pro-face is a leading global supplier of a broad range of industrial automation hardware and software solutions. Our principal products include the Pro-face brand operator interfaces, HMI software, and industrial computers. Pro-face offers dedicated and PC-based, open-architecture, visualization and control solutions.
What we wanted
We wanted a useful incentive tool for our sales, marketing, and tech support teams. We would run contests in the past to ensure people use Salesforce and fill in required fields, but we did not have an efficient process in managing the results. The contests were effective and we would see great results at first, but as the weeks went on, consistency in providing up-to-date results dropped off significantly. We launched a new product this year, so we were looking for a way to focus our sales team on demonstrating our new product to new customers.
What we’ve accomplished
With Sales Contest Builder, we set it up once and it ran on its own, whereas in the past we had to create our own reports and spreadsheets. It presents a daily leaderboard and provides visibility of who is doing what to senior staff and the sales team. It monitors and ensures certain fields were filled in to assist marketing, and the filter options provide visibility of presentations given at new accounts, which ultimately filled the sales funnel.
Sales Contest Builder drove competitiveness within the sales team, because nobody wants to be at the bottom of the leaderboard. This tool allowed our entire team to focus on our “wildly important goals” and encouraged collaboration. The team shared ideas as to what worked and what did not work when setting appointments with prospects.
Why we love it
Although the contest was slow to progress, near the end of the contest period, sales opportunities started rolling in. With the filters and required field entries, each department was able to capture the data they needed to ensure a successful new product launch. “With Sales Contest Builder, I’m excited to get up in the morning and see my pipeline growing,” said a member of the Pro-face America sales.
We were ecstatic with the responsiveness of the Sales Contest Builder team in setting up this app, and for their quick customer service.
