Workiz Navigates Growth Using OKRs from Quantive Results

Challenge

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. 

Solution

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.

Outcomes

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 empowers modern organizations to turn their ambitions into reality through strategic agility. It's where strategy, teams, and data come together to drive effective decision-making, streamline execution, and maximize performance.  

As your company navigates today’s competitive landscape, you need an Always-On Strategy to continuously bridge the gap between current and desired business outcomes. Quantive brings together the technology, expertise, and passion to transform your strategy from a static plan to a feedback-driven engine for growth.  

Whether you’re a visionary start-up, a mid-market business looking to conquer, or a large enterprise facing disruption, Quantive keeps you ahead – every step of the way. For more information, visit www.quantive.com.