HubSpot CRM is an incredibly powerful platform that revolutionizes business processes for companies.
Accordingly, it is imperative that your sales reps fully embrace the platform, which will allow them to take full advantage of the HubSpot portal's various features.
Furthermore, for your sales reps to fully embrace the platform, they must be provided with clear processes that will allow for quick wins.
Let's explore the process of setting up your sales reps in HubSpot.
Achieving Company Alignment through HubSpot CRM
As outlined in our Why Choose HubSpot? blog post, companies enjoy using HubSpot because it streamlines multiple pieces of software:
- CRM
- Marketing Automation
- Social Media Scheduling
- Analytics & Reporting
- Lead Generation
With successful company alignment, communication is strong among the various departments, and implemented software helps team members work more efficiently on their respective objectives.
However, traditional sales practices are generally inefficient because a CRM isn't in place, or it is in place but sales reps won't use it, for one reason or another:
- They already reach and/or exceed their annual quota and don't believe anything needs to be changed
- They're using a traditional method for storing/managing customer information (ex: Rolodex)
-
They'd rather handwrite information onto paper instead of typing it into a computer
Importance of Quick Wins for Sales Reps in HubSpot CRM
To make sure you get some early wins for your sales team, you must first communicate with them before purchasing your HubSpot subscription. Specifically, you must:
- Map out your current sales process
- Document all custom contact properties you're using
- Establish the marketing-to-sales handoff
- Collaborate with teammates to devise a gameplan for implementing the above tasks into HubSpot CRM
The next step is to meet with your sales team to discuss your new HubSpot CRM. Specifically, you'll want to explain why your company is shifting to HubSpot while emphasizing that you'll still be using certain aspects of the existing sales process.
Perhaps most importantly, during this conversation and throughout the transition process, be sure to show empathy towards your sales team. After all, the transition will surely prove challenging at times, during which your sales reps will look to you for guidance and support.
Custom Dashboards for Sales Reps & Managers
HubSpot CRM provides transparency across your organization, so you'll quickly know if someone isn’t pulling their weight.
For example, you can customize a dashboard to display your individual sales reps' leads, tasks, and general pipeline activity. You can also customize a dashboard to display these same parameters for your sales team as a whole. Whether you track individual progress, team progress, or both, these dashboards are completely customizable and help keep everyone on the same page.
Using HubSpot Workflows for Sales Process Efficiency
Once a lead enters your HubSpot CRM, you have the ability to closely monitor their activity. Accordingly, you can use that activity data to create custom workflows outlining what content your leads are most interested in. These workflows help your sales reps better understand the leads with regard to their intentions, and how close they are to making purchasing decisions in general.
This is an important aspect of the marketing-to-sales handoff. After all, marketers nurture marketing-qualified leads and, once they reach the sales-qualified threshold in HubSpot, they're passed along to the sales reps to do what they do best:
Close.
The Power of HubSpot Contact Records
HubSpot contact records feature nearly anything you could need in a single view. Accordingly, it is imperative that your sales reps are familiar with this feature. While educating them on it, emphasize the ease of viewing prospect contact information, organizing call notes, scheduling meetings, and reviewing previous correspondence. With HubSpot contact records, you can even customize the order in which information is displayed, creating a fully tailored experience.
To begin using HubSpot contact records, simply connect your sales reps’ email addresses to your team's HubSpot account, allowing emails to automatically be tracked and logged.
Setting Up Email Sequences for Sales Reps in HubSpot
Email sequences are a great method for customizing and automating your outreach and/or follow-up processes. For example, for a cold outreach, you would simply need to update the recipient's name, company name, and any other key information prior to enrolling them in a sequence. Once the prospect replies, they’re taken out of the sequence and a sales rep would handle future correspondence.
Email sequences are intended to be used for common situations, though they serve as legitimate substitutes for personalized messages. Also, you can use email sequences for various types of use cases:
- Nurturing Sequence: Prospect not yet ready to purchase
- Buyer Persona-Based Sequence: Cold outreach to a specific industry
- Content Sequence: Prospect requests a case study and/or relevant blogs
Miller Creek Marketing Wants to Help You
At Miller Creek Marketing, we eat, sleep, and breathe HubSpot, and have seen firsthand how it helps businesses grow better.
Please contact us if you’re considering a shift to HubSpot CRM, or if you've already shifted but aren't yet maximizing its capabilities. Regardless, we're here to help you grow with HubSpot.
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