Brooksource employs nearly two-hundred full-cycle sales reps to provide IT staffing services in 30 different markets across the United States. Sales leadership had initially implemented a sales engagement solution to make their reps more productive and effective, but they quickly got feedback from the field that the tool was difficult to use and offered little value.
The reps who did figure out how to use the tool were frustrated by their inability to customize it for different accounts or to effectively respond to a changing sales environment. Because of the low adoption and limited reporting, management didn’t have the visibility they needed to understand rep performance and deliver effective sales coaching.
On the sales ops side, the solution didn’t integrate with Microsoft Outlook or talk well with Salesforce. It quickly became clear that Brooksource needed to find another solution.
“Our previous sales engagement platform wasn’t intuitive or flexible,” said Mitch Thomas, Sales Enablement Manager at Brooksource. “Reps didn’t see the value in it, and their inability to customize messages made them feel like robots.”
To overcome these challenges, Brooksource began evaluating the top three sales engagement providers. Groove stood out as the only solution that offered the ease-of-use, flexibility, and relationship-building features Brooksource needed to support its full-cycle sellers.
“A lot of the other tools we looked at were chocked full of features for BDRs, which didn’t fit our needs,” said Mitch.
