Groove Infinity

Case Study

The Highlights

HotSchedules is a technology company that streamlines several aspects of running a business in the service industry. The sales team at HotSchedules had been using Salesforce for several years, but they were spending a lot of time on data entry and other manual tasks. They needed a way to simplify recordkeeping so they could spend more time talking to prospects. The HotSchedules sales team is taking advantage of the full suite of features in Groove to enhance their sales operations at every turn — from Salesforce integration to multi-step campaigns to analytics. Let’s take a look.

Big Wins

 

Time chart

 

Save 10-20% of rep time

High-value account coverage

High value chart

Before Groove

With Groove

Better target high-value accounts
About HotSchedules
Company

HotSchedules is software that streamlines business operations for the retail, restaurant, and hospitality industry, from employee scheduling to labor management and more. They’ve been helping the service industry since 1999, and with over 2 million users in 130,000 locations across 26 countries.

www.hotschedules.com
Headquarters

Austin, TX

Industry

Internet Software & Services

Type

B2B

The Full Story

HotSchedules is software that streamlines business operations for the retail, restaurant, and hospitality industry, from employee scheduling to labor management and more. They’ve been helping the service industry since 1999, and with over 2 million users in 130,000 locations across 26 countries, they have a solid foundation of happy customers. But they wanted a way to take their sales operations to the next level.

HotSchedules Office
HotSchedules office
HotSchedules Team
HotSchedules team

We spoke with Sabrina Duren, a regional sales executive who was also on the HotSchedules “testing committee” for sales engagement solutions. They were looking for a few key benefits, including efficiency, ease of use, and the ability to personalize messages at scale, and that’s how Groove stood out among the rest.

The sales team at HotSchedules was wasting a lot of time switching between Gmail and Salesforce to make manual updates. With Groove, the HotSchedules team is able to track every email and call in Salesforce — automatically. Sabrina and her team estimate that each rep saves 1 to 2 hours a day on manual data entry. Email tracking allows them to see when and where a prospect opens their email, allowing them to better time their next move. The Calendar integration helps the team to easily schedule meetings with prospects and then to sync data automatically to Salesforce.

“Groove enhances everything! Multi-step campaigns and pulling over contacts from Salesforce is a HUGE timesaver for our team.”

- Kim Gerlich, Sales Training Manager, HotSchedules

Kim Gerlich

No one knows your prospects better than the reps who speak to them every day. With Groove Flow, individual reps have a way to customize emails at scale based on the different buyer personas, regional variations in the industry, and more. That helps HotSchedules stay at the top of their prospects’ minds and boosts the team’s overall win rates, which is certainly something to celebrate.

“I would recommend Groove to any size organization.”

- Sabrina Duren, Regional Sales Executive, HotSchedules

Sabrina Duren

HotSchedules team credits Groove’s analytics with the ability to optimize the emails the team sends—they can see at a high level which templates perform best, share the winning templates with all reps, and retire the ones that don’t get as much engagement.

Groove Templates Screenshot

Onboarding HotSchedules‘s team of nearly 140 users was a relatively simple process, and Sabrina credits the intuitive interface and our high-touch approach to customer success.

“Groove listens to our feedback and is always looking to make the tool better. I am a better rep, teammate, and consultant to my prospects because of Groove.”

The result? A happy team and better sales results, including:

Automate Salesforce updates

Automate data entry in Salesforce

Ensure accurate activity reporting

Optimize emails sent to prospects

Boost customer followup

Leads kept warm with increased personalized communication

Increase return

A better experience for everyone

Background

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