Work conditions have changed a lot recently. That means our approach to sales has changed a lot, too.
As sales teams are finding new ways to connect with prospects and adapt to a changing workplace, businesses need to provide their employees with the tools and resources they need to be effective. In this blog post, we’ll explain why businesses should use HubSpot CRM to improve their success with sales enablement.
Why Go HubSpot?
HubSpot offers many tools that, together, offer the opportunity to integrate your sales team, marketing, and CRM in alignment that helps every department work more efficiently. These include:
- ServiceHub allows your team to integrate customer service seamlessly within your organization
- SalesHub is incredibly user-friendly so the learning curve is minimal
- Superior CRM gives your team the tools to find and keep up with new leads, B2B communication, and returning customers
Each of these tools is simple enough for anyone to use “out of the box” but sophisticated enough that you can create more complexity as needed. Getting your sales team comfortable using these tools is going to be the first (and probably most challenging) step toward sales enablement success.
Why HubSpot and Sales Enablement Go Together
HubSpot is the perfect tool for scaling your marketing and sales operations. With HubSpot, sales enablement teams can:
- View the entire customer journey
- Integrate sales technology with your CRM
- Use Sales Automation To Save Time
- Create Shared Dashboards To Visualize Performance
1. View The Entire Customer Journey
HubSpot acts as an all-in-one marketing, sales, and service CRM. This means that all departments have access to the same information and are able to see a customer’s entire journey from first contact all the way to the present moment.
Why is this important to sales enablement? Because it allows the sales team to gain valuable context about any prospect they are in conversation with. Sales team members can see important information such as:
- What channel they first came from (organic search, paid search, organic social, etc.)
- What ads they clicked on
- What pages they viewed
- What content they consumed
- What emails they opened
- And much much more
Sales teams can then use this information to have more productive conversations and build rapport faster. Everybody wins.
2. Integrate Sales Technology With Your CRM
The HubSpot ecosystem contains over 1,000 different HubSpot apps and integrations for it’s users. Alot of those apps are sales enablement tools designed to help teams organize their processes and integrate technology into their daily workflows.
Your sales team may already be using technology, but when it integrates with your CRM, it’s much easier to increase adoption and success. For example, the proposify integration allows sales reps to create and edit proposals directly from a HubSpot Deal Record. It also documents activity right in the contact record so that everybody can see the proposal and when it was sent.
Check out this blog post to learn more about our favorite HubSpot integrations for sales teams.
3. Use Sales Automation To Save Time
Everbody has parts of their job they would rather not do. It’s usually those rote, mundane, tasks that need to be performed every day: data entry, communications…that kind of stuff.
Those tasks are not only time consuming, they can be draining. They can suck the passion right out of a person if it gets too intense. But luckily, HubSpot offers some pretty impressive sales automation tools that can take alot of that work off your team’s plate.
Some of the ways you can use sales automation include the following:
- Automating sales sequences
- Using tasks to create follow up reminders
- Updating contact properties automatically
- Creating deal records
- Enrolling lost leads into a nurture sequence
The benefits of sales automation go beyond time savings. It helps your team be more intentional in their work, reduces human error, and even prevents leads from slipping through the cracks. All of this combined helps to improve your success with sales enablement.
4. Create Shared Dashboards To Visualize Performance
If you want to view how your sales team is progressing toward weekly, monthly, or quarterly goals, this dashboard will provide that. You can identify which KPIs are important and then organize your reports in a top-down fashion that tells a story from the number of calls made to the number of deals created and ultimately revenue closed within a given period.
Some examples of reports you can create include:
- Calls made vs. goal
- Deal leaderboard
- Meetings booked by rep
- Deals open by the close date of this month
- Deals in sales pipeline stages by rep
- Closed revenue per day vs. goal
HubSpot allows you to create up to 300 different dashboards to share within your organization. You can use the existing reports that come standard with HubSpot or generate custom reports relevant to the KPIs you want to track. This information can be used to track progress towards existing sales goals and create new plans based on historical data.
Implementing Sales Enablement For Your Business
When you provide your sales team with the right resources, tools, and training, you enable them to sell better, faster, and create a bigger impact within the business. HubSpot CRM is the perfect platform for businesses that want to grow their sales operations because it provides a complete view of your sales pipeline while also equipping your team with a wide variety of marketing and sales tools.
WEBITMD has helped dozens of businesses integrate HubSpot into their daily workflows. Download your free HubSpot Onboarding Checklist to learn more about process.