With most sales engagement platforms, implementation timeframes for large enterprises can take between three and six months. To make matters worse, the systems aren’t always implemented correctly, which can cause significant operational pain down the road. This is why most RevShoppe engagements typically start with an operational audit to identify and fix what might be hindering performance from an operations perspective. The foundation must be strengthened before a strategy or workflow is implemented.
Because Groove is Salesforce native, RevShoppe was able to skip its typical quarter-long operational audit and subsequent quarter-long systems optimization and move immediately into the Strategy phase of the program, bringing immediate value to their clients in a short period of time.
The process
RevShoppe ran an inbound process performance audit and found that they were functionally underutilizing Groove. They discovered that the company wasn’t leveraging Groove’s inbound automation capabilities effectively and that their inbound Flows were riddled with overdue actions. To solve this, they first created a readout of all of their findings and recommendations to help the company prioritize which optimizations would lead to the most immediate impact to their inbound process. RevShoppe then rolled up their sleeves to create automation, reporting, and governance to effectively manage the leads that were coming in.
Messaging strategy is at the core of RevShoppe’s expertise, so focusing on Flow optimization was key. Working with sales and marketing, they created a “tiger team” that meets biweekly to define an aligned messaging strategy. After the new master Flows were created, they held a messaging workshop to train the qualification team on their new workflow and strategy in order to execute properly.
"The training was really powerful for the reps to learn about automation. Now, they’ve saved so much time because leads are automatically routed to a Flow."
- Patricia McLaren, Co-Founder & CEO at RevShoppe
“All they have to do is come in and start executing on tasks labeled as Actions, rather than manually creating and adding them individually to Groove as they were doing before,” said Patricia.
RevShoppe also created a “Groove Playbook” to help new reps quickly become Groove proficient and comfortable with the standard processes that were created. Paired with the training and playbook, the qualification team finally had the automation and messaging strategy they needed to operate at peak performance, with a roadmap and enablement for future reps to hit the ground running quickly as well.
Big Results
Once RevShoppe launched the new program, the results were immediate. Connect rate more than doubled within the first month, and MQL to SQO conversion rate increased by two times compared to the period before the program.
