How to Get Your Sales Team to Love their New HubSpot CRM

So your CRM migration to HubSpot is completed but your sales team is still pouting. They have many questions and still don’t get why they had to move from their last CRM. It worked fine, so why the move? Yes, no one likes change but when the benefits are seen they will soon forget what they were even complaining about. So here are a few carrots you can dangle in front of your sales team in order to get them on board.

1.Remove ambiguity and misinformation on contacts’ records by connecting the sales team mailboxes to HubSpot

Remember that migration you just completed? How many of the notes did you understand? Do you even know what exactly the communication between the sales rep and prospect was about from the short hand? Well this nifty integration helps solve that. No longer does a sales rep need to update each contact summarizing every email or phone call. With just one click of a button each email goes directly into HubSpot to update the interaction between a sales team member and a contact’s record. And the secret sauce of this integration is that you can track when an email is opened by the recipient.

2. Book demos and meetings with ease using HubSpot's FREE scheduling link

If your sales teams are still booking meetings with back and forth emails then this HubSpot feature will surely be welcomed. Hubspot's free appointment and scheduling software allows you to schedule appointments faster without the back and forth emails. The best part of this software also is that it integrates with your calendar and of course HubSpot so the contact's record will be updated with this meeting. You can also add a qualifying question to the fields required when booking a meeting to help gather more info from your prospect. More information at the tip of your fingers when needed.

3. Ensure there is a clear handover between Marketing, Pre sales (Inside Sales) and Sales

Often times the disconnect between sales and marketing occurs because there isn’t a clear handover between the two. By setting up Lead Scoring or a custom Lead Stage that identifies a lead’s qualification there could be an clear point when Sales knows they need to be handling this lead going forward and Marketing can create a clear flow that shows what happens to every lead.

4. Reduce the need for internal follow up by Automating certain processes

One of the ways to make the handover between Marketing and Sales clearer is to set up notifications when a lead is classified as qualified so the sales team gets a notification to follow up on the lead. Another notification that can be useful when automated is to send an email to Management and Marketing when a deal has been marked 'closed won'. You can even set up reminder emails to the team members if certain actions are not taken on a lead after a specified amount of time.

5. Without upgrading to sales starter you might just be creating more work for your sales teams

Sales Starter is one of those HubSpot features that will certainly take the admin work out of the sales teams daily activities. From creating email templates and sequences to snippets that are always used in a typical sales conversation it helps your sales teams follow up on more leads in a shorter space of time. So for an additional $50 per month per team member it might just be worth it. Read more here on the difference between sales starter and sales professional features.

6. Report on the data that actually matters

With both your CRM and Marketing in one place your sales team will be amazed at the type of insights they can gather about the entire process of their customers' buyer journey. From understanding the amount of revenue expected for deals in each stage of your deal pipeline to knowing the productivity of your sales teams and which reps own the most deals HubSpot’s Sales reporting gives you the full picture of your sales team’s success.

7. Test, test and then test some more...

After the migration and setup is completed it is often necessary to go through several rounds of testing to make sure everything works as it should. Don’t be alarmed if some things still slip through the cracks so be ready for at least a 6 week teething phase before finding your team fully comfortable running on their new CRM.

8. Document the process

This step is often overlooked simply because it’s tedious. But can I tell you it will be well worth it. As your company grows so will your team and we know training can be a time consuming task. So why not have a handy workbook that new team members and even existing ones can browse through when in doubt about a work process. This can avoid many mistakes.

9. Train all Departments to make sure they know how the new process works.

Training is crucial in ensuring everyone is on the same page after a migration is completed. Everyone should be involved in this training - Management, Marketing, Sales, Support, and Finance in order that each Department understands their role and how to use the new CRM or how it will work for them.

HubSpot CRM can deliver wonders to your sales team but its success relies heavily on how quickly they adopt it. Understanding that it is almost impossible for your in-house team to invest the time and resources to ensure this smooth transition it is important to have a reliable partner who can take the bulk of the work off your shoulders. So feel free to reach out to us for any level of support that is needed.

Always at your service,

Resa

About Cacao Media

As a result of the CRM migration projects we've completed, sales professionals spend more time closing deals instead of being bugged down by administrative details. While marketing teams can concentrate on generating qualified leads to the sales team and supporting their colleagues efforts. We are interested in working with companies moving over to HubSpot so that they can get more out of their CRM and Marketing Automation Platform. Let's chat.