It’s not easy to keep track of all the communication, conversations, meetings, next steps, and progress your team is making within all of your target accounts. Your Groove Workspaces are the cleanest and most convenient place to build custom lists of accounts, collaborate with your teammates, analyze progress, and drive meaningful interaction within those accounts.
Building your Workspaces
To get you started, you can create a Workspace using one of Groove’s shortcuts, or your own blank Workspace.
- Choose from one of the options shown above
- Name your account, and share it with whoever you’d like to collaborate with
- Import accounts to your Workspace
Using your Workspaces
The beauty of your Workspaces is that there are countless ways for you to get the entire picture on each of your target accounts, collaborate with your teammates, and customize the information displayed to your liking. By default, you’ll see engagement data, account statuses, tasks associated to the account, and some other useful info. You can customize the table by moving the columns around, selecting which columns are displayed, and even creating your own columns.
Important: Groove admins can configure Workspaces to include 10 additional Account fields (standard or custom) from Salesforce as described below to be displayed as columns in every Workspace.
Within your Workspaces, you can create Account tasks for yourself or for a team member shared on the Workspace:
Once you create the task, the person you've assigned it to will receive an email notification with all the details of the task, as well as a reminder on the morning that it's due. The person who assigned it will receive an email confirmation when the task has been completed.
These tasks are the perfect way to collaborate on a Workspace or decide next steps when you're simply browsing or discussing target accounts.
- A manager can assign a task to a rep to research an account
- An Account Executive can assign a task for an SDR to call a specific person in an account
- An SDR can even put preparatory meeting notes within a task so their Account Executive receives the email to review
How to get the most out of your Workspaces
Account organization is one of the top priorities of everyone in a Sales or Post-Sales organization, as the end goal is to drive positive interaction, build relationships, and bring revenue from each account. Currently, most folks in the industry are using messy spreadsheets, clunky SFDC reports, unorganized notes, or maybe a combination of all three in an attempt to keep track of their accounts.
Groove Workspaces are meant to solve this critical issue by providing those resources in a standardized, clean, and collaborative environment. Below are some examples on how you can make use of them:
Sales Development Rep and Account Executive Collaboration:
Whether an SDR/BDR is setting up meetings for multiple AE’s, or an AE has multiple Inside Sales people prospecting into accounts with them, the team can create Workspaces for each of these situations and share them out with the appropriate people.
- Check which target accounts are the least/most engaged to come up with a game plan for increasing the engagement, or converting engagement into opportunities.
- Assign tasks to each other as reminders to reach out to important prospects.
- Pro Tip: Create a custom column called ‘Next Steps’ to keep track of what needs to be done to take each account to the next stage in your sales cycle.
- SDR/Inside Sales Recap: Check progress, activity, and engagement with target accounts and decide on a strategy to drive more significant progress.
Helpful Examples: Create a Workspace of an SDR's Top 50 accounts, or maybe the accounts in one of their territories
- AE Recap: Understand where each account is in the sales cycle, analyze which opportunities are progressing in the right direction, and where the revenue will be coming from!
Helpful Examples: Create a Workspace of a rep's open opportunities, or maybe of their accounts
- Customer Success Recap: Identify which accounts may have an upsell opportunity, track which customers are coming up for renewal, and recognize which clients should be checked in with.
Helpful Examples: Create a Workspace of a CSM's Tier 1 customers, or maybe of a list of accounts with upcoming renewals
Sales Handoff to Post-Sales/Customer Success
- The Account Executive who closed a set of deals may have a shared Workspace with the Customer Success Manager who is working on onboarding the new customer.
- Pro Tip: The AE should include relevant notes that would be helpful for the CSM either in the Omnibar Notes section for each account, or a column in the Workspace.
Individual Rep Workspaces
- SDR/BDR Workspace on top accounts that he or she is prospecting into next quarter
- Account Executive Workspace with a few accounts where the rep has a referral or inside connection
- CSM Workspace with accounts where their main POC has changed
The examples provided above are just a few of the many ways you and your team can use Groove Workspaces. We'd love to hear from you how you're using them as well!
Groove Admins - Include Additional Salesforce Fields in Workspaces
Groove admins can include up to 10 Account fields (standard or custom) for their users to be able to include as columns in their Workspaces. We’d recommend including the fields that are most relevant to your team, so that users can customize their own Workspaces with those critical pieces of data.
- Go to Manage My Org
- Navigate to the Account Based Sales tab
- Use the selector on the right side to include up to 10 fields in your ABS configuration