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Optimizing Sales Workflow: GrowthLab’s Journey with STRMS
"By automating these workflows, we’ve been able to maintain focus on growing our business, and we see STRMS as an integral part of our continued success and expansion."
Company Size
50+
Industry
Accounting & Finance
Apps Automated
HubSpot, Slack, Quickbooks
Manual Workflow Challenges
Before implementing STRMS, GrowthLab faced several workflow challenges in managing sales processes, which resulted in inefficiencies and missed opportunities.
Sales Prospect Coordination: Without a dedicated salesperson, GrowthLab's team struggled to stay on top of sales prospecting. They frequently encountered issues where opportunities would slip through the cracks, such as whether or not a lead had booked a meeting or not. Their HubSpot pipeline had no automatic trigger to notify them when a prospect booked a meeting. Monitoring these opportunities manually, proved unreliable and inefficient.
Meeting Follow-Up: Due to the team's busy schedules, sales meetings were difficult to manage. After a 30-minute meeting, there was little time to input notes or debrief, leading to delayed follow-ups and lost information. They relied on manually updating HubSpot, which further strained their already tight schedules.
Client Triage in QuickBooks:
Prior to sending proposals, they needed access to a client’s
QuickBooks files to assess their accounting needs. However, QuickBooks invites were getting lost in Google Group spam, leading to delays in reviewing the books and providing proposals. This issue created bottlenecks that impacted their service delivery.
The Deployment Process
Dan, CEO for GrowthLab Financial, states that the STRMS team delivered a seamless deployment process. Our approach involved understanding the pain points of workflow and mapping out an efficient future state. We focused on removing friction and creating automation processes that would deliver real-time updates and task efficiencies. Dan states that "The back-end work—the sausage making—was carried out methodically, and STRMS detailed approach to deployment ensured that the new workflows fit perfectly with our existing processes".
Automated Solutions by STRMS
Sales Prospect Coordination Automation: We deployed a Slackbot to notify GrowthLab's team whenever a deal was booked. This allowed them to be updated on whose calendar the meeting was scheduled. This automation ensured that no opportunity was missed and allowed them to focus on driving sales without constantly monitoring the pipeline.
Meeting Follow-Up Automation: To ensure smooth follow-ups after sales calls, We introduced another bot that sent Slack reminders to the team responsible for the sales call. It included a quick feedback loop using dropdown questions directly within Slack, making it easier to document the outcomes of meetings in real time, or even automating the next step in the sales process... such as, moving pipeline stages or sending automatic email follow-ups.
QuickBooks Invite Automation: To tackle the issue of lost QuickBooks invitations, the STRMS team developed a solution that automatically pushed those invites into Slack, including a button directly in Slack to accept that QuickBooks invite. A designated team member was responsible for accepting the invite and providing access to the team, streamlining the triage process before proposal creation.
"STRMS has allowed me to move away from a ‘trust but verify’ mindset to simply trusting the process. Automations now handle tasks that don't require human intervention, letting us focus on higher-value work. STRMS is all about maximizing human leverage and ensuring that we never miss an opportunity."
Dan Gertrudes, CEO of GrowthLab Financial
Simple tasks, like coordinating and following up on meetings and accepting QuickBooks invitations, are now automated, allowing GrowthLab to reallocate time to more critical activities. Although the time savings seem minimal, the real value lays in ensuring that no opportunities are missed. The STRMS team eliminated the need for manual monitoring and data entry, giving GrowthLab more confidence that processes are running smoothly.
