You've just activated HubSpot Sales for your business. Now you’re faced with the daunting task of getting your sales team off and running with a new system.
Let's go through the three steps that I personally use with my clients. These steps encompass the basic configurations needed for onboarding your entire sales team to unlock the power of HubSpot Sales.
Step 1: Define Your Ideal Sales Cycle
You might want to get everyone on HubSpot ASAP and have them build out their own processes for hands-on learning. However, this approach is not always effective. In fact, this often confuses sales representatives while leading to further inefficiencies down the line.
Before diving in, take a step back with your team to truly iron out the ideal sales cycle, even if it’s not currently what you practice. Define the process from the moment a lead is generated, either from marketing efforts or organically. What steps does your team take to qualify the lead as an opportunity?
Often, teams refer to the BANT model to qualify leads regarding their business offerings. BANT is an acronym that stands for Budget, Authority, Need, and Timing, and is often used to improve efficiencies among your sales team.
Check out this helpful article to learn how you can best leverage BANT to streamline leads and your sales cycle.
Step 2: Establish Your Deal Flow
Once you've finalized how to handle new leads, you're now ready to obtain an opportunity, also referred to as a Deal within HubSpot. This is where the actual selling occurs, so it’s imperative to organize it into simplified, logical steps for your reps. These steps are known as your Deal Stages.
This process is unique to your own business process, though it often looks similar across various industries. Check out this helpful breakdown of deal stages and modify it to fit your own business needs:
-
Discovery / Needs Assessment - Introductory communication with a prospect to establish rapport while identifying opportunities (Neither an amount nor any other specific details are required just yet)
-
Demo / Presentation – Demonstration is either scheduled or completed without next steps being identified
-
Contract Sent – Following a successful demo, terms of service are sent to the lead awaiting signature
-
Negotiations – Contract-related back-and-forth that prevents a signature from being obtained
-
Closed Won – Contract is signed/returned, and the deal is marked as Won within HubSpot
-
Closed Lost – Prospect declines your services in any capacity, and the deal is marked as Lost within HubSpot (Prospect can always change their mind, in which case the deal can be marked back to Open)
-
Cold – Inactive deals lacking communication for various reasons (budgetary, pandemic, etc.) are automatically marked Cold or manually moved
Step 3: Set Up Standard Dashboards
The final step is to extract the data you’re now generating through HubSpot for both your sales reps and management team. For each of my new clients, my sales teams and I use two standard dashboards:
Sales Representatives Dashboard
-
My Recent Activity Feed
-
My Incomplete Tasks Due this Week
-
My Activities this Week (Calls/Emails/Meetings)
-
My Open Deals by Stage
-
My Closed Deals by Product/Pipeline
-
My Deals Closed Total vs. Goal
Sales Master Dashboard
-
All Open Deals by Stage
-
Amount Closed by Rep this Quarter
-
All Deals Expected to Close this Quarter
-
Activity Leaderboard by Rep
-
Call Outcomes by Rep
-
Sales Performance by Rep
-
Incomplete Tasks by Rep
With these dashboards set up, your team is now ready to onboard into HubSpot!
#HubSpot #HubSpotCRM #CustomerRelationshipManagement #SalesCycle #DealFlow #FlyWheelConsultancy #MillerCreekMarketing
