Learn how we helped this client scale by assessing their needs, documenting sales processes, recommending a CRM, and implementing it to drive significant business growth and scalability
The Challenge
Our client faced significant operational challenges due to siloed data, manual forecasting, and a lack of a unified sales process. They needed a scalable way to track data, improve SLA adherence, and streamline their sales operations. Their goal was to double revenue within two years, but with disparate systems and inefficient processes, achieving this seemed daunting. Each sales rep managed their own data, leading to inconsistent information and decision-making bottlenecks. Additionally, they had no visibility into key metrics such as sales cycle duration, conversion rates, or top-performing channels.
The CRO sought a comprehensive solution to unify their processes, enhance data visibility, and drive strategic growth.
The Solution
To address these challenges, we conducted a thorough assessment of the client's needs, interviewing key stakeholders to understand their processes, pain points, and desired outcomes. Based on our analysis, we recommended and implemented HubSpot CRM.
This involved integrating HubSpot with their existing Bullhorn system to ensure seamless data flow and creating custom dashboards for real-time visibility into sales activities. We developed a scoring system to prioritize high-potential deals and automated notifications to maintain SLA compliance. Our solution provided the client with a unified, scalable platform to track sales activities, optimize performance, and make data-driven decisions.
To address these challenges, we conducted a thorough assessment of their needs and decided on implementing HubSpot for its cost-effectiveness and ease of integration. We interviewed stakeholders to document processes, identify gaps, and understand pain points. Our approach included configuring HubSpot to meet their specific requirements, integrating it with Bullhorn for seamless operations, and training their team to ensure they could manage the system independently.
The Approach
Our step-by-step approach included:
- Stakeholder Interviews: Conducted detailed interviews to understand current processes, challenges, and opportunities, leading to the identification of a critical integration path with Bullhorn.
- Unified Process Development: Developed a unified process based on stakeholder interviews and documentation, aiming to streamline operations and break down silos within the organization.
- Metrics Identification: Identified critical metrics for tracking based on stakeholder discussions, focusing on increasing revenue and improving operational efficiency.
- Sales Process Simplification: Simplified the sales process by selecting the most relevant steps for tracking, ensuring focus on key performance indicators.
- Integration with Bullhorn: Custom-coded integrations to ensure seamless operation between HubSpot and Bullhorn.
- CRM Implementation: Implemented HubSpot CRM, integrating it with Bullhorn to ensure seamless data flow.
- Dashboard Creation: Created custom dashboards for real-time visibility into sales activities.
- Forecasting Process Improvement: Improved the forecasting process by transitioning from manual spreadsheets to HubSpot, saving significant time for the sales team and enhancing accuracy.
- Training and Knowledge Transfer: Trained the client’s operations analyst on creating and managing compensation plans, ensuring they could handle the process independently in the future.
- Stakeholder Interviews: Conducted detailed interviews to map out current processes and identify gaps.
The Impact
- Operational Efficiency: Reduced the sales cycle from 21 days to 9 days.
- Improved SLA Adherence: SLA compliance improved from three days to less than one day.
- Enhanced Visibility: Provided real-time data tracking, enabling better decision-making and performance replication.
- Time Savings: Significant reduction in manual data entry and forecasting time, saving our client of 900 hours annually.
- Scalability: Established a scalable CRM solution that supports future growth and maintains process integrity.
Request a free consultation to see how we can help you reduce manual work and build processes that will scale with your business.