Functional overview Sandler to HubSpot implementation.

Implementing the Sandler Selling System into HubSpot CRM involves utilizing various features and integrating additional tools for activities such as Pre-Call Planning, Client Debriefing, and DISC communication style classification. Here's a detailed implementation plan to incorporate the Sandler sales steps into HubSpot CRM:

Step 1: Bonding and Rapport

• Use the HubSpot CRM's contact and company records to gather information about the client.
• Utilize the HubSpot Sales Hub's email tracking and engagement analytics to monitor email open rates and responses, helping you gauge initial engagement and build rapport.
• Add DISC assessment communication style outcome to the client record.

Step 2: Up-Front Contract

• Create custom fields in HubSpot CRM to record the key elements of the Up-Front Contract, such as the purpose of the meeting, the duration, and the desired outcomes.
• Set up task reminders or notifications within HubSpot CRM to ensure you and the client are aligned on meeting expectations.

Step 3: Pain

• Utilize the HubSpot CRM's custom fields or properties to track and document pain points and challenges discussed with the client.
• Use the HubSpot Sales Hub's activity tracking to log notes and observations during the conversation.

1. Step 4: Budget

• Create custom deal stages in HubSpot CRM that align with the Sandler Selling System's budget-related milestones.
• Utilize the HubSpot Sales Hub's deal tracking features to manage the progression of deals through the various budget stages.

Step 5: Decision-Making Process

• Utilize the HubSpot CRM's timeline feature to keep track of the key milestones and decision-making steps in the client's buying process.
• Assign tasks to team members involved in the deal based on the decision-making process and set reminders to ensure timely follow-ups.

Step 6: Fulfillment

• Use the HubSpot CRM's document management features to store and share relevant sales collateral, proposals, and contracts with the client.
• Leverage HubSpot's email templates and sequences to automate follow-ups and nurture relationships during the fulfillment stage.Step 7: Post-Sell
• Utilize the HubSpot CRM's task management and reminder features to ensure regular check-ins with the client post-sale.
• Set up a feedback loop within HubSpot CRM to collect client feedback and measure satisfaction.

Additional Tools:

• Pre-Call Planning: Utilize external tools or templates for pre-call planning activities, such as creating a checklist or questionnaire to gather relevant information about the client before each call.
• Client Debriefing: Use note-taking tools like Evernote, OneNote, or a simple word processing document to record debriefing notes after each client interaction. These notes can be then added to the respective client records in HubSpot CRM.
• DISC Communication Style: While HubSpot CRM does not have a built-in DISC communication style classification feature, you can manually add DISC information to the client records in custom fields or properties. Alternatively, you can integrate third-party assessment tools or surveys to gather DISC profiles and link them to the corresponding client records in HubSpot CRM.

Remember, HubSpot CRM provides a flexible platform, and you can customize it to align with the Sandler Selling System's steps and incorporate additional tools as needed.

To incorporate Sandler proof sales and sales management reports into the implementation plan, you can use HubSpot CRM's reporting and analytics features. Here's how you can do it:

Sandler Proof Sales Reports:

• Custom Sales Metrics: Create custom sales metrics and key performance indicators (KPIs) based on Sandler Selling System's principles. Examples include the number of Up-Front Contracts established, pain points identified, deals in the budget stage, and closed deals.
• Deal Stage Funnel Report: Use HubSpot's Deal Stage Funnel report to visualize the progression of deals through each stage of the Sandler Selling System. This report will help you identify potential bottlenecks and areas for improvement.
• Sales Activity Report: Monitor sales activity using HubSpot's Sales Activity Report. This report can show the number of calls made, emails sent, meetings scheduled, and other activities carried out by the sales team.
• Conversion Rates Report: Analyze conversion rates at each stage of the sales process to understand where prospects might drop off or encounter obstacles. This report will help identify opportunities for optimization.
• Win/Loss Analysis Report: Use HubSpot CRM to track and categorize won and lost deals, along with reasons for each outcome. Analyzing this data will provide insights into what strategies are working and where improvements are needed.

Sales Management Reports:

• Sales Team Performance Report: Use HubSpot CRM's reporting capabilities to track individual sales team members' performance. Measure metrics such as closed deals, revenue generated, and average deal size for each team member.
• Activity Tracking Report: Monitor the activity levels of your sales team using HubSpot's Activity Tracking Report. Identify trends and patterns in their outreach efforts and provide coaching or support where necessary.
• Forecasting Report: Leverage HubSpot's forecasting tools to predict future sales based on historical data and current pipeline. This report will help sales managers make informed decisions about resource allocation and goal setting.
• Sales Pipeline Report: Utilize HubSpot's Sales Pipeline Report to gain a visual representation of your sales pipeline. Identify deals at risk, potential opportunities, and the overall health of your pipeline.
• Team Training and Development Report: Create a custom report to track the training and development initiatives for your sales team. Monitor progress on skill development and certifications related to the Sandler Selling System.

To generate these reports in HubSpot CRM, follow these steps:

1. Navigate to the "Reports" section in HubSpot CRM.
2. Select "Create Custom Report" or choose from the available templates.
3. Choose the appropriate data filters and time frames to segment the data according to the Sandler Selling System steps and sales management requirements.
4. Configure the report with the desired metrics and visualization options.
5. Save and schedule the reports for regular distribution to the sales team and sales management.

By combining the Sandler Selling System with HubSpot CRM's reporting and analytics capabilities, you can gain valuable insights into your sales process, identify areas for improvement, and enhance your sales team's performance effectively.

REPORTING

Here are the field headers for each of the sales and management reports mentioned earlier:

Sandler Proof Sales Reports:

• Custom Sales Metrics:
• Up-Front Contracts Established
• Pain Points Identified
• Deals in Budget Stage
• Closed Deals
• Deal Stage Funnel Report:
• Deal Name
• Deal Stage
• Deal Amount
• Close Date
• Sales Activity Report:
• Sales Rep Name
• Calls Made
• Emails Sent
• Meetings Scheduled
• Conversion Rates Report:
• Deal Stage
• Number of Deals at Stage
• Number of Deals Advanced
• Conversion Rate (%)
• Win/Loss Analysis Report:
• Deal Name
• Deal Stage
• Outcome (Won/Lost)
• Reason for Win/Loss

Sales Management Reports:

• Sales Team Performance Report:
• Sales Rep Name
• Closed Deals
• Revenue Generated
• Average Deal Size
• Activity Tracking Report:
• Sales Rep Name
• Calls Made
• Emails Sent
• Meetings Scheduled
• Forecasting Report:
• Time Period
• Forecasted Revenue
• Actual Revenue
• Forecast Accuracy (%)
• Sales Pipeline Report:
• Deal Name
• Deal Stage
• Deal Amount
• Close Date
• Team Training and Development Report:
• Sales Rep Name
• Training Program Name
• Completion Status
• Certification Achieved

Please note that the specific field headers may vary depending on the customizations and data available in your HubSpot CRM. These are general examples based on the reports and metrics relevant to the Sandler Selling System and sales management requirements. When creating the reports in HubSpot CRM, you can choose the appropriate fields and customize them as needed to match your organization's sales processes and objectives. ?

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