Workiz is a California-based SaaS CRM platform for on-demand SMBs. They enable field service professionals to grow by modernizing business management methods and leveraging their platform for scheduling, invoicing, payment processing, and more.
Workiz started looking for an OKR platform in 2018 while facing massive growth with revenue and hiring. According to Richard Lingle, Director of Sales, new hires were confined to a quick onboarding experience so teams could prioritize sales quotas. Naturally the sales pipeline was top priority, yet with the quick startup pace, the company had limited bandwidth for strategic planning.
Sales was working as the engine of the business, bringing in revenue while linking the customer and the brand. In large part, the sales team reaching sales goals creates growth like Workiz experienced — growth unchecked by goal setting was a huge vulnerability.
“We were only focusing on the end goal of sales, and never had time to focus on the other KPIs we set for ourselves, such as building training and sales enablement materials,” says Lingle.
Lingle realized the Workiz team could achieve greater success in the bigger picture. The Workiz team needed to expand their focus and make time for additional goals and KPIs to support their high-level objectives — they turned to OKRs to achieve this vision.
Adi "Didi" Azaria, Workiz CEO, takes a methodical approach to facing new challenges by trying new tools and platforms. Azaria found value in the data-focused foundation of Quantive Results, but also appreciated its user-friendly approach to OKRs.
Workiz’s sales team was laser-focused on revenue targets and hitting their quotas. Lingle needed a way to maximize the scope of this strategy, improve sales efficiency, and enable each salesperson to achieve maximum ROI.
The key to this would be a solution to solve the limited communication and collaboration they experienced across rapidly growing departments. OKRs through Quantive Results solved for these issues through two capabilities — transparency and engagement.
By using Quantive Results, Workiz noticed an increase in cross-functionality. Teams were building a collaborative mentality that spread across the rest of the company. The sales team was able to maximize goal visibility, increasing accountability and alignment throughout the company. With the transparent interest in collective achievement, Workiz reached further growth.
“The collaborative nature of Quantive Results has enabled sales and operations teams to build a more robust system to train new sales reps. The results speak for themselves — the reps got up-to-speed quickly, started closing sales faster, and doing it more effectively than ever before.”
After a year with OKRs, the Workiz team more than doubled in size and every employee was successfully tracking goals. Even during the COVID remote work shift, Workiz held strong through OKRs. They kept everyone aligned at a distance with a strong foundation to lean on — each team was using Quantive Results in their daily routine.
Quantive Results’ Check-ins feature provided transparency on what everyone was working on, helped identify blockers, and addressed problem areas during this time.
“The Check-ins feature poses questions in a way that gets even the most cynical sales reps to open up and share their candid thoughts. Check-ins allowed me to address issues as soon as they came up and improved the level of transparency across the team.”
With a mission of helping field service businesses — such as locksmiths, carpet cleaners, and appliance repairers — to focus on what matters, Workiz has a partner in Quantive Results. Each department works together to work with purpose and precision.
Quantive is your bridge between strategy and execution. Founded on the objectives and key results (OKR) methodology, our Strategy Execution Platform is where businesses plan successful strategy, focus and align teams to it, and stay on the leading edge of progress.
As your company looks to achieve the best possible results, you need a modern approach to run your business and change your business. The Modern Operating Model brings strategy, teams, and data together to help make decisions faster, optimize operations, and drive better business outcomes.
Whether you’re a large enterprise facing competitive disruption or a small business leading the innovative charge, Quantive helps get you where you want to go.