How Aircall has simplified the day-to-day work of the sales teams at Senior Transition

Looking for companionship, addressing loneliness, wanting to be closer to family, and ensuring safe and secure accommodation—these are just some of the reasons behind the increasing number of residential homes for people over 60.

This is why Senior Transition connects independent seniors with a network of around 500 specialist residential homes across France, providing step-by-step support to find the perfect place for each individual. The company also handles organising the move from their current home.

We spoke to the company’s co-founder, Olivier Pilat, who manages the sales department and partnerships. He explained that Senior Transition relies on a strategic prospecting and qualification process led by the sales team. The team consists of seven representatives who use Salesforce daily and are responsible for identifying, calling, and supporting potential residents throughout their decision-making journey.

Given the sensitive nature of the subject and the average age of the people contacted, phone calls are crucial to their daily work. However, using a landline solution made it difficult for Senior Transition's sales team to be productive and efficient.

Discover how Aircall increased the productivity of a growing sales team with an intuitive and user-friendly solution.

From a traditional phone system to a cloud-based solution

There was a clear need to optimise Senior Transition's sales processes by switching to a cloud-based phone solution. Before Aircall, consultants wasted a lot of time on landline phones. Numbers were often misdialled and mistaken for bad leads, and information had to be entered manually into Salesforce—two issues Olivier was determined to resolve.

“In a call centre making hundreds of calls a day, human error is inevitable, and these tasks are especially time-consuming. That’s why we turned to Aircall.”

The transition was seamless as the Senior Transition sales team started to grow. They went from two to seven consultants, and supervising the reps was becoming a real challenge. Senior Transition was also working on an internal project to better manage its consultants, making Aircall the obvious choice.

The systems integrator ITBRM, who works with Senior Transition on Salesforce-related matters, agreed. In fact, it was ITBRM who recommended Aircall to Olivier. When it came time to choose a cloud-based phone system, Aircall ticked all the boxes for Senior Transition. The solution was particularly well-suited to the company's size and easy to set up. The team could rely on Aircall's support, especially when it came to integrating with Salesforce.

Saving time and boosting efficiency with Aircall

Aircall's task automation, including click-to-dial directly from Salesforce, made it even easier for the team to adopt the solution.

“Integration with Salesforce was really our main requirement, as it was vital that our consultants didn’t have to use another tool. And thanks to Aircall’s straightforward installation and ease of use, all our concerns were put to rest.”

There are many benefits to integrating Aircall with Salesforce: It records calls and consultant–customer interactions and has a CTI that lets you work in the same interface, making it easier to retrieve customer details. This allows consultants to focus on their goals and guide applicants through the sales process.

The importance of tracking and measuring sales performance

Aircall has enabled Senior Transition's sales team to save time and work more efficiently by allowing them to monitor the activity of their sales reps—something that wasn’t possible with landline phones. With Aircall, managers can now track phone KPIs and measure sales performance, such as the number of calls made per team/per consultant, opportunities identified, and prospects converted.

“Since we started using Aircall, we’ve seen a real drop in the number of leads lost due to incorrect numbers.”

The performance monitoring system has a positive effect on the sales team’s motivation and encourages them to continually improve their performance. It also provides better training and onboarding for new consultants, with features like call whispering.

Improving the sales process and sales cycle with Aircall

Using a cloud-based phone solution like Aircall has allowed Senior Transition to develop a complete 360-degree view of the sales cycle, from the first call right through to the end of the process, as well as saving time and increasing efficiency. If a case needs to be handed over to another consultant, the customer doesn’t have to wait on the phone.

“Since using Aircall, we’ve been able to gain a better understanding of our customers, which has naturally improved our relationship with them.”

With this 360-degree view, Aircall helps Senior Transition make decisions and streamline its sales process. The dashboard data has enabled the company to set strict rules about how often to call a prospect before abandoning it—helping to avoid any disputes with partners.

By eliminating human error and providing insight into performance, using Aircall has resulted in time saved and greater efficiency for the sales teams at Senior Transition. Olivier is also pleased with how quickly the teams have adopted the solution, despite their initial reluctance to switch to a new tool.

“The teams would really struggle to go back now; Aircall has made work more enjoyable by simplifying their daily tasks. They just click on the phone in Salesforce. It’s that simple.”