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How ChowNow scaled sales coaching and achieved faster rep ramp time as their SDR team doubled using Revenue.io

THE CHALLENGE

  • Manual Dialing: Initially, ChowNow’s team of Sales Development Representatives (SDRs) was hand dialing down their call lists, resulting in inefficiencies across the board.
  • Technology Fragmentation: As growth continued and the SDR team doubled, there was a strong mandate for increased staffing and upleveling of their technology stack to have a unified technology stack to accelerate sales.
  • Scale Sales Coaching and Ramping: Additionally, with all of the growth, sales managers needed a way to scale coaching and ramping of new reps while ensuring compliance of new sales processes.
  • Tracking Marketing Campaigns: As the business ran many integrated marketing efforts, it became increasingly important to be able to track the ROI of these campaigns.

THE SOLUTION

  • Revenue.io, the Revenue.io dialer: With Revenue.io, ChowNow’s reps easily boosted productivity using Click-to-Dial and streamlining automated data capture into Salesforce.
  • Conversation AI, the Revenue.io coaching solution: By becoming power users of Revenue.io’s Conversation AI, ChowNow’s sales managers were able to do live listening on demos and help new reps with questions and objections if and when they arose. Reps could also flag calls they wanted their managers to listen to later on and review in their 1:1s.
  • Conversation AI, for Best Practice Libraries: With Conversation AI, they were also able to build out libraries of best practice calls to help scale sales training and onboarding. In addition, they could annotate transcriptions so the rep had concrete and actionable takeaways from each call.

THE RESULTS: 

  • 60% reduction in SDR ramp time: With the ability to scale coaching and training, sales management was able to make new hires more productive and help them to carry a full quota sooner. In fact, they even have had SDRs opt out of their ramp quotas so that they could become fully producing SDR ahead of plan. 
  • 75% reduction in SDR attrition: Armed with the tools they needed to succeed, including the industry’s best dialing solution and call libraries for every selling scenario, SDRs across the board were happier and more successful. The time it took for SDRs to get promoted even dropped by 20%. 
  • 66% of all deals closed come through the SDR team: When they were seeing diminishing returns from inbound marketing, they knew they were going to need more than a handful of reps to stay competitive in the market. Now, the SDR team is a main pillar of their business.

WHAT’S NEXT

  • Conversation AI Mobile App: As power users of Revenue.io’s Conversation AI app, ChowNow is excited to get started with the Conversation AI Mobile App now so they can have all of the same functionality on mobile and coach while on-the-go.

Founded in 2012, Los Angeles (Silicon Beach)-based ChowNow provides restaurants with custom online ordering tools and white label restaurant apps. The company has built an online ordering, marketing, and customer management platform that makes it easy for restaurants to offer simple online ordering through their website and other digital partners, as well as a beautiful mobile app built specifically for each restaurant.

“Conversation AI is our lifeline right now. Sales managers have to listen to calls as part of the job — it’s non-negotiable, because it’s by far the best way to train. And we have seen dramatically faster rep ramp time for our SDRs as a result.”

Stephanie Sullivan, Director of Growth Operations at ChowNow