Skilo – Sales Management Excellence

Customer Success Story: Honeywell Intelligrated
Honeywell Intelligrated logo

The Company

Honeywell Intelligrated, part of Honeywell’s Safety and Productivity Solutions business group, is a global single-source provider of intelligent automated material handling solutions that drive distribution and fulfillment productivity for retailers, manufacturers, and logistics providers around the world. The business serves more than 60 of the top 100 global retailers, including more than half of the top 100 internet retailers.

Industry: Logistics & Supply Chain

Location: Mason, OH, USA

Employees: 2000+

Solutions: Performance Management, People Development

The Challenge

To serve its customers in the best possible way, Honeywell Intelligrated employs over 125 dedicated sales engineers and managers that use Salesforce® CRM to execute sales and account management activities. Innovation and continuous development are a big part of the company’s culture.

As such, Honeywell Intelligrated developed the Sales Management Excellence competency review program to provide transparent and ongoing competency development of its sales team. The program was ready, well documented, and communicated within the organization. However, it needed a technology platform that could enable sales engineers and managers to review competencies, plan developmental steps, and stay engaged in the program.

The Solution

After researching many technology solutions, Honeywell Intelligrated decided to implement Skilo. The main reasons for choosing this platform were its native integration to the Salesforce® CRM platform and ready-to-use competency review, coaching, and development processes. Skilo’s Talent Management functionality is based on leading practices that can be deployed quickly and are easily adopted by employees. With Skilo, the Sales team could start implementing coaching activities within the Salesforce® CRM platform that provided an intuitive and enhanced user experience. The project started in August and was successfully deployed to all the users in a matter of weeks. With Skilo, Honeywell Intelligrated sales engineers and their managers can plan, review, and evaluate sales excellence competencies and plan out meaningful development activities to help with employee career development.

The Outcome

Honeywell Intelligrated now has an intuitive solution that engages its employees in continuous competency development, development, and career planning activities. This will lead to better sales and account management, increased employee satisfaction, and most importantly, better service for its customers. Honeywell Intelligrated deployed Skilo to a pilot population first, and it was deemed a big success.

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“Skilo team has done an amazing job on helping us enable sales competency review process at Intelligrated, a part of Honeywell. As part of our sales coaching, competency review is a critical component where the competencies of sellers are reviewed by sales managers. Facing our authentic request, the Skilo team has taken a professional approach to customize their solution to meet our needs. They have done a great job of understanding our requirements and building a world-class competency review solution. By making a positive decision on Skilo, you are not only buying a great tool but having an access to very smart resources that can help you build any process that will involve performance reviews.

Burak Fenercioglu, Senior Principal Architect at Salesforce