Our client was a CRO who was having difficulty truly understanding what was in the sales funnel. The sales team was not consistently updating the HubSpot CRM and so there was little accountability.
Overview
Opportunity
Here, we saw an opportunity to take advantage of the HubSpot CRM technology to increase the CRO’s insights into the current state of his sales organization and to create models to forecast sales and create predictability.
What we did
The plan was to audit a quarter of the sales entries into the CRM using a standard approach to classifying them based on the sales team’s activities on record.
-
New more descriptive labeling
Created new and more descriptive labeling and reporting in the CRM.
-
Sales team training
Started training the sales team.
-
Data hygiene
Audited and cleaned the data monthly.
-
Established KPIS
Established a KPI for keeping data clean.
-
Enhanced reporting
Reported on results while ensuring data stays accurate.
Want these types of results?
CONTACT SALESResults
- The CRO started having a clearer picture of lead volume, lead quality, lead handling and the overall funnel.
- The department saw a 62% increase in account registrations in the first year.