Project Description

How Galvin increased efficiency and Salesforce adoption rates for a professional employer organization.

For many businesses, efficiency is a top priority.
For WorkSmart Systems, however, it’s a necessity.

As a Professional Employer Organization (PEO) that provides a complete suite of human resource services to small and medium-sized businesses, WorkSmart Systems strives to take care of their clients so they can focus on their core business. In an effort to better serve the needs of their existing 200+ clients across 37 states, WorkSmart tasked their internal teams with implementing Salesforce Sales Cloud, the one-stop solution for superior customer relationship management.

Unfortunately, implementation didn’t go exactly as planned — teams were slow to adopt the new CRM platform due to a lack of activity reporting, manual email tracking, and clunky document generation processes. They decided to call on Galvin’s team of certified Salesforce consultants to turn things around.

Galvin worked closely with WorkSmart to understand what was currently working and what wasn’t in an effort to understand what led to a less-than-successful Salesforce implementation. Likewise, they analyzed existing processes to see what could be changed to not only improve user adoption rates but operational efficiency.

After a thorough evaluation, Galvin was able to propose, design, and implement the following solutions to help WorkSmart harness the full power of the Salesforce platform:

Activate activity reporting

For WorkSmart, the primary measure of success is related to activity tracking. Calls, connects, conversions, and other contact needed to be captured in order to accurately report on activity metrics, such as conversion rates. Galvin configured tasks, automated related processes, and applied tracking in Salesforce to ensure every interaction is accounted for and reported on.

Add email tracking

When email is a primary tool to communicate with clients, it can quickly become overwhelming to keep track of every email. Galvin implemented Salesforce Inbox to start tracking email activity inside Salesforce. With access to read receipts, intelligent insights, and custom email templates, WorkSmart teams are now more organized and efficient when it comes to managing their inboxes.

Automate document generation

Managing government tax and workers compensation rates across 37 states — with each state having their own set of regulations — is a lot to manage, especially when it comes to paperwork. Galvin streamlined the process of creating, editing, and sharing documents by integrating Drawloop and DocuSign with Salesforce. WorkSmart teams now have the ability to generate accurate and up-to-the-minute Word, Excel, PowerPoint, and PDF documents in just a few clicks, without having to leave Salesforce.

Boost adoption

To increase Salesforce usage, Galvin created a Salesforce leaderboard to create some healthy competition among the sales team. With visibility into performance, sales reps are now accountable and results-oriented. Likewise, Galvin assisted WorkSmart teams with training and support so they could leverage the tools they needed to be more successful.

By activating activity reporting, adding email tracking, and automating document generation, Galvin was able to help WorkSmart get more done, faster. Sales teams not only save 30 minutes per day by not having to manually enter in activity, but the executive team trim over 2 hours per week from not having to manually calculate conversion rates for activities. Likewise, an average of over 30 minutes are saved for every closed opportunity that requires document generation.

Galvin improved more than efficiency across every department; they also increased Salesforce adoption rates. By becoming a trusted partner through the process, Galvin successfully raised user adoption rates to 100%. WorkSmart can officially say that they not only work faster, but smarter.

With the Salesforce platform on their side, WorkSmart is able to not only prioritize efficiency, but put their clients first — every time.

Eliminate inefficiencies. Create opportunities. We can help you do both.

Is your business not working as efficiently as you know it can? Learn more about how we can help automate and streamline key processes so you can focus on what’s really important. Our team of certified Salesforce consultants are ready to help you take your business to the next level. Give us a call at 317-297-2910.

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