Metrodata Group sees 30% sales growth in just one quarter with SalesScreen
SalesScreen: First, thank you for chatting with us. Second, I would love to know how you heard about SalesScreen and or gamification?
MII: Thank you! We are very thrilled to share our experience using SalesScreen for the last six or seven months. To be honest, we never knew about SalesScreen. Then you reached out, and explained to us the benefits and what SalesScreen could do for us. The majority of our salespeople like playing games, so I was very keen. We also wanted to enhance our Salesforce utilization - we've used Salesforce internally for the past six years, but there was room for improvement. Plus, everyone loves gamification. The millennial sellers love it. The competitions, especially the coins as prizes. Yea, we love it.
SalesScreen: What was the main pain point you were trying to solve?
MII: The principal objective for us is how can we change certain habits of our salespeople? Because we are a local company in Indonesia, most of our operation is out of just two cities. Compared with global companies, you have a more ingrained structure and standard of operation. Our main goal was to tighten up our forecast accuracy by changing the submission cadence from quarterly to monthly, and now it's weekly, which has helped us a lot. I've been with this company for 27 years, and I know how hard it is to change a salesperson's behavior.
Forecasting is essential because there are so many layers to our business. There is the physical aspect of hardware, submitting orders for new tools, getting it delivered, etc., but then you have the software and sales side that must be documented and implemented before you can even invoice a client. So the goal of bringing in SalesScreen was to combine synchronizing the forecast and improving our Salesforce adoption. We're already seeing improvements with the adoption of Salesforce because we created new KPIs, and we're measuring ourselves in SalesScreen using the data from Salesforce. Now that we are measuring all of the various activities of our sellers, we are seeing improvement, changing behaviors, a better pipeline, and an increase in sales.
SalesScreen: I also wanted to mention that you were trying to do some level of gamification already. You attempted to develop a project like this internally to create a system that allows you to do these competitions in a more fun way. Is that correct?
MII: We did it two years ago, but it failed. Gamification looks like it's easy from the outside, but it's not.[SalesScreen has] a lot of innovation, especially with the competition. It's not easy to build tools like this, especially the lottery competition. All my people are very excited because they have the chance to win some money or coins every week, they love it. Also, as a side effect, we have cleaner data between Salesforce and another partner we use, SAP. That was a big problem for us, trying to deduplicate our data in both Salesforce and SAP. And SalesScreen helped streamline all the data we needed without duplication or overlap, simple things like customer ID. And again, the improvement of the discipline of our salespeople and product people, because they are also in SalesScreen now.
SalesScreen: I'd love to hear about the onboarding process. What has the response been from your salespeople?
MII: We were very surprised. When we first spoke, we figured that there would be a sizable implementation cost, but it was free! There was a lot of activity and preparation since we needed to extract data from Salesforce and SAP. We are lucky to have our own internal Salesforce technical team. Still, we received a lot of help from the SalesScreen team, who helped with synchronization, data extraction, and report building.
SalesScreen: What have the results from SalesScreen been in terms of culture? Have you seen a positive impact on culture with the sales teams after having SalesScreen implemented?
MII: As I mentioned earlier, number one would be the change in the behaviors of our sellers. Breaking the habits of salespeople is not easy, so we said if you want to participate in the competitions, you have to have your forecasts submitted. Which puts on a little bit of pressure, but it really gets them engaged. Also, the competition data is transparent, so the sellers can see everyone else's progress and get them excited to compete.
We also like the different competition types, like Lottery, which lets there be a different winner every week, which make for a truly fair competition. We can also change the criteria based on the target from the company and what we want to achieve this month. So the flexibility is great. For example, we are in Asia, and because there is a long holiday for Muslim employees, we changed the criteria for this month. The majority of our sellers are very active in SalesScreen, and they're very happy.
SalesScreen: All right, one more question - I would love to know how are your sales managers? Is it giving them more time back? Do they find it easy to use? I would love to hear about that experience.
MII: Now every weekly meeting, the sales managers use the SalesScreen dashboard. So it's easy for them to monitor their teams' performance and activity instead of asking the salespeople to pull reports. Now that they have the data, they can analyze it, raise important questions, celebrate success, and highlight underperformance. I think the next step is to start with the coaching module, we aren't currently using it, and I think our managers would greatly benefit from that.
SalesScreen: Our coaching module is excellent. It makes it easy because everything is automated and all in one place. So it makes that type of management super easy and, most importantly, consistent.
MII: Yeah, and indirectly, we have more pipeline again. If you have more pipeline, more business, more sales. That's the perfect solution all in one.
SalesScreen: Along those lines, I'm always curious when I hear this type of feedback, but do you have any data already?
MII: Yes, we already have the data for Q1, and we are very happy. We've grown 30%, which is the most growth we have ever experienced in a quarter. But, of course, this is because of multiple factors; there is demand, we are making good investments, and salespeople are more motivated.
SalesScreen: Yes, yes, but that 30% it's great. Yeah, not easy. Because I know the complexity of your teams - 150 people distributed across 50 brands they need to sell, they need to record everything everywhere. So it's tough to do it. And yeah, and it's great to hear about 30% growth. It's massive.