We overhauled our client's HubSpot CRM to fix reporting issues, clean up their pipeline, and boost their ability to make data-driven decisions.
The Challenge
Our client had several issues arising from the way their CRM was set up that lead to:
- Inaccurate reporting: Forecasting and revenue reports in HubSpot didn't match their financial records.
- Inefficient pipeline management: Lack of discipline in closing opportunities led to bloated pipelines.
- Limited visibility: Unable to track sales performance across different products and services.
- Misaligned system: HubSpot setup no longer reflected their evolving business needs.
These issues resulted in unreliable data, hindering the company's ability to make informed business decisions and efficiently manage their sales processes.
The Solution
Lean Layer conducted a comprehensive audit of the client's HubSpot instance to identify root causes and implemented tailored solutions:
- Reconfigured pipeline stages and deal processes for accurate reporting.
- Implemented automation for efficient pipeline management and deal recycling.
- Redesigned the product catalog to improve tracking and reporting capabilities.
- Created custom dashboards and reports for enhanced visibility into sales performance.
- Provided enablement and training to ensure effective system usage.
The Approach
Learn more about our approach on how we solved this for our client below:
- Comprehensive Audit: Conducted a thorough analysis of the HubSpot instance to identify root causes of reporting inaccuracies and inefficiencies.
- Tailored Solution Design: Developed solutions specific to the client's business model, team maturity, and operational bandwidth.
- Pipeline Optimization: Reconfigured pipeline stages, including the creation of a "Close Lost Recycle" stage with automated processes for efficient deal management.
- Product Catalog Restructuring: Streamlined the product catalog from 200+ items to a more manageable and hierarchical structure, improving deal line item addition and reporting capabilities.
- Data Migration and Cleanup: Re-expressed historical data in the new product taxonomy to ensure accurate historical reporting.
- Custom Reporting and Dashboards: Created tailored dashboards and reports to provide insights into product-level performance and overall sales metrics.
- Automation Implementation: Developed automated processes for pipeline cleaning and deal recycling, significantly reducing manual work.
- Enablement and Training: Provided comprehensive training on the new system, including dashboard creation and report generation, to ensure the client could effectively use and maintain the optimized CRM.
The Impact
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Time Savings: Automated pipeline cleaning process saves the company president approximately 2 hours per week.
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Improved Data Accuracy: Alignment between HubSpot reporting and financial records ensures reliable forecasting and revenue tracking.
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Enhanced Decision Making: New product-level reporting enables data-driven decisions on product strategy and resource allocation.
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Scalability: Optimized CRM structure supports the company's growth and evolving business needs.
Lean Layer optimized their HubSpot CRM to address critical reporting inaccuracies and streamline pipeline management. By implementing automation that saves their president 2 hours per week on pipeline management, we enabled accurate reporting, enhanced visibility into sales performance, and created a scalable system to support their continued growth.
Request a free consultation to see how we can help you get more data-driven too.
