Founded in 2006, Secomea is a leading provider of cutting-edge remote maintenance Industrial Internet of Things (IIoT) solutions. Headquartered in Denmark with offices in the US, Japan, and China, Secomea caters to over 300,000 machines & PLCs and 8,000 customers worldwide through an international network of more than 70 distributors. As the first remote access solution to achieve end-to-end cybersecurity certification and become Industry 4.0 compliance certified in 2015, Secomea continues to exceed international industry standards amongst machine builders, integrators, and manufacturers worldwide.
Secomea needed a way to track sales activity levels in real time so that this could be visualized and used to motivate the newly-established enterprise-focused SDR team.
Alexandra Francis, Global Director of Inside Sales at Secomea, was determined to use her extensive knowledge and experience in optimizing business performance to meet the growing demand for remote access for end users in North America and EMEA (Europe, the Middle East, and Africa).
Alexandra knew that Plecto was the tool she needed to achieve this demand. Not only did she have experience with Plecto as an SDR tracking her targets at Famly, but she was also responsible for implementing Plecto within her Sales Development team at eloomi, and initiating the use of Plecto within Inside Sales at Planday, where the entire company used Plecto across all its locations.
“For inside sales, the more trust I can give my team and let them run their day, and the less I can be a micromanager, the better off they’re going to perform," Alexandra says. "But of course, they need to have goals and guidance. And Plecto dashboards are extremely nice for tracking that.”
"I use Plecto in our 1:1s, we use it on the sales floor, and I use it to check conversion rates and activities. Plecto is very customizable–you can do anything with it in terms of finding a solution to suit your needs. So that’s wonderful!"
Here’s how Plecto helped Secomea achieve the visualization of sales activities while motivating and developing the inside sales team from the group up:
Category
Integrations used with Plecto
"Plecto is super motivating. I use Plecto in our one-to-ones, we use it on the sales floor, and I use it to check conversion rates and activities. I'm able to motivate my sales reps and have them see what they're doing so we're not operating blindly, and then promote healthy competition."
Alexandra outlines how Plecto was paramount for Secomea in identifying and applying the sales activity necessary to achieve their strategic goals: “In line with our revenue model, we can work top-down or bottom-up. So we can see if revenue goals and ARR are this…what activities does it take to get there from the bottom? And how can we get to that revenue goal?
"And that’s what Plecto has been the most successful for: tracking really and truly the number of activities that my team has completed, conversion rates in real time, what we need to achieve, and how we’re performing. So we can see are we on par, are we overachieving in getting the numbers that we need to based on our revenue model.”
Get started in minutes. No credit card required.
Knowing how much of a driver being able to see and compare your numbers to others as an SDR (sales development representative) is, Alexandra knew she would use Plecto as a great motivational tool for her young, fast-growing team.
“Plecto is super motivating. Any salesperson in general, but especially young inside sales professionals, are competitive with themselves and within the team. Being able to have and see that healthy competition, and run these sort of sprint contests that we do using Plecto creates a positive motivation for them.”
"Plecto has been amazing at motivating the team. I’m able to motivate my sales reps by having them see what they’re doing, so we’re not operating blindly, and then promote healthy competition based on that."
One-to-ones with Plecto dashboards have been excellent for Secomea in terms of personalization of performance. Whether it’s a weekly sit-down or a daily check-in, Alexandra’s personalized approach to coaching allows reps to easily see where they can improve and make a detailed manager/employee collaborative plan, or take accountability for corrective action.
"The one-to-ones are very motivating when each rep is able to see their performance and improvements on their personal Plecto dashboard."
Alexandra comments on the value of having visual performance data: “The transparency is the most important thing. We can improve based on activity level, because it is so transparent for the reps who are able to see their activity. When I showed the Plecto activity and one-to-one dashboards to the board, they thought it was the best thing ever.
"It’s also transparent in the sense that the revenue team is able to visually describe what our strategic goals are for the entirety of the company to see. This means that CSM, solutions design, and the whole company are interested and can see what we’re doing in inside sales, so it provides that transparency and alignment there."
“Plecto inadvertently helps data accuracy,” Alexandra says. “Salespeople hate admin, that’s just how it is. You miss things in Salesforce. But in Plecto where it’s more clear and more visual, then they are able to realize the data they input in Salesforce might be wrong.”
"When you have 30 SDRS, you can’t live without Plecto, in my opinion. At Planday, it was every day, all day, every day we were using or referring to Plecto."
"Over the years the update on Plecto's UI has also been really cool to see. The UI is great!" Alexandra says.
"It's the little things that have made things so much easier. The time period options for filtering have been updated. When you launched the option to choose the fields to import from data sources, it was a game-changer! It's really cool that Plecto is constantly evolving."
For those thinking about adopting Plecto, Alexandra most certainly recommends Plecto to those who want a business performance tool, specifically one for boosting your sales team's performance.
Her final advice: "Whether you're a Head of Sales or a RevOps Manager, invest the time to make sure you know how to use the formulas, how to set up what you need to achieve your business or team goals–otherwise you're not going to use it!"
Looking to centralize your data, motivate your agents, and incorporate gamification into your workflow like Pipedrive?
Book a personalized demo, and start boosting your sales team's efficiency today.
Here are your quick links to the resources of Pipedrive's winning formula:
Plecto dashboards allowed Hairlust to acheive 700% growth over six years by efficiently visualizing and analyzing their data, enabling their expansion into new markets, and helping the startup remain aligned with its sustainable and holistic mission.
Boost your B2B sales like If Erhvervsforsikring, who achieved a 50% increase by leveraging Plecto’s real-time dashboards, gamification, and personalized goals to drive motivation, performance, and a winning sales culture.
Plecto's real-time dashboards transformed the sales culture at G4S: boosting motivation, enhancing customer service, and improving global team alignment during the pandemic—and beyond.
Plecto is a data visualization software that helps you motivate your employees to reach new limits and stay on top of your business.
