Overcoming Logging and Data Sync Errors
Groove’s native Salesforce integration also solved the persistent activity logging issues and data sync errors that WealthEngine was experiencing with SalesLoft. Prior to Groove, WealthEngine was only able to log emails sent through SalesLoft cadences, which meant email replies to a rep’s Gmail weren’t getting into Salesforce. Similarly, SalesLoft wasn’t able to capture any calendar events that weren’t created through one of its cadences.
“With Groove, the number of errors has gone down dramatically when it comes to logging activities,” said Johanna Wezwick, Sales Operations Analyst at WealthEngine. “With everyone being remote, it’s really important that we’re capturing all the activities to make sure that everyone is doing their outreach, renewals, or prospecting.”
Groove also solved the issues that WealthEngine had with data not being synced properly between SalesLoft and Salesforce, which resulted in some contacts existing in one system but not the other. With contacts split across two systems, it was virtually impossible to create a cohesive campaign. Managing duplicate contacts was also time-consuming, as it required identifying who owned them in SalesLoft versus who owned them in Salesforce.
“Because SalesLoft and Salesforce didn’t speak well together, there were times when if data was changed in Salesforce, SalesLoft wouldn’t be able to find it,” said Johanna. “For example, if two contracts were merged, SalesLoft would have trouble finding the new contact, which would result in errors.”
100% Adoption Across BDR, AE, and Renewal Teams
The easy administration made possible by Groove’s native-Salesforce integration wasn’t the only draw for WealthEngine’s Revenue Ops team. Another big selling point was Groove’s ease of use and customizability to support different workflows for its BDR, AE, and Renewal teams.
“Most companies looking for a sales engagement platform are focused on BDRs and net-new pipeline generation, whereas my primary focus is empowering our AEs,” said Khris.