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You’ve invested in HubSpot, and now you need to ensure your sales team can use it to its full potential. But where do you start? With over a decade of experience in coaching teams to implement HubSpot effectively, we’ve heard the horror stories of businesses that invest in technology without proper training and implementation, leading to wasted time and resources. In this article, you’ll be provided with a proven roadmap that we use with our clients to prepare your sales team for HubSpot and set them up for success.
Note: This article is mainly for HubSpot users on Professional or Enterprise plans.
Step 1: Start With The Strategy
Before you start training your sales team on HubSpot, it’s essential to ensure that your overall strategy is sound. This means taking the time to develop a customer journey map that accurately reflects your customer’s journey with your company.
You can learn how to create a customer journey map in our comprehensive guide.
With a customer journey map in place, you’ll be able to identify which parts of the sales process could benefit from automation, and which stages of the customer journey require more personal interaction. This will give you a clear roadmap for how to leverage HubSpot’s various features and tools to create a more efficient and effective sales process.
For example, you might use workflows to automate lead nurturing and follow-up, or set up automated alerts to notify sales reps when a lead takes a specific action on your website. By mapping out the customer journey and identifying key touchpoints where automation can help, you’ll be better equipped to design a sales process that maximises the potential of HubSpot.
Step 2: Import Data into HubSpot, Provide Basic Training and Complete Basic Admin Tasks
Once you’ve developed a solid strategy, it’s time to import your data into HubSpot from previous CRMs you were using and start training your team on how to use HubSpot and get them to complete some basic admin tasks.
Importing your data into HubSpot
Importing your data into HubSpot depends on your previous data setup. You can learn more from our comprehensive guide on how to import data into HubSpot.
Train your team
Here’s a list of all the learning resources you should introduce to your team. Note that some resources are better suited to certain team members, as we’ve noted next to each resource.
Best Training Courses for HubSpot:
- Sales Hub Software Certification (best for management)
- Intro to Sales Hub Pro Tools for Reps (best for sales reps)
- Managing Sales Teams in HubSpot (best for management)
- Segmenting and qualifying your leads in HubSpot (best for sales reps and marketing team members)
- Understanding activities in HubSpot (best for sales reps)
To ensure that your training is effective, make sure to provide hands-on exercises and opportunities for your sales team to practise using HubSpot in real-world scenarios. You might also consider assigning a “HubSpot Champion” within your sales team to act as an internal expert and help others with any questions or issues they may have.
Get each sales rep to complete basic admin tasks
Here’s a list of all the basic admin tasks every sales rep should get out of the way when you first implement HubSpot in your team.
Admin tasks to complete when getting started with HubSpot:
- Set-up meetings tool
- Understand HubSpot sales email open and click tracking
- Connect inbox for email tracking
- Add an email signature in the CRM
- Create and send sales templates
- Use snippets
- IF reps will be making calls from the CRM, they should connect their phones
- Make calls from HubSpot CRM. The 5 paid pro. seats get up to 3,000 minutes of calling per account per month.
- Consider an SMS integration for external SMS i.e. appointment reminders etc. We recommend MessageMedia, local ANZ support and great UX integration
- Create and edit sequences in HubSpot (also referred to as drip emails)
Step 3: Conduct a Pilot Rollout
Before rolling out HubSpot to your entire sales team, it’s a good idea to conduct a pilot rollout with a small group of people from your team. This will give you a chance to gather feedback and make any necessary tweaks before implementing the tool across your entire sales organisation.
Choose one or two team members to act as pilots, ideally selecting a high-performing salesperson and someone who may be more resistant to change. This will give you a good cross-section of feedback, and help you identify any potential roadblocks to adoption early on.
You want to look at collecting two types of feedback once your pilot team members begin using HubSpot.
- SMART Feedback: This feedback must follow the SMART guidelines – each piece of feedback in this category must be Specific, Measurable, Attainable, Relevant, and Time-Based.
- Objective Feedback: On top of SMART feedback it’s essential to capture unfiltered objective feedback.
By doing this, you will be able to improve efficiencies and processes before you even get your entire team set up on HubSpot. This goes without saying, but you must ensure that the pilot test subjects are sales reps in your team for the test to be effective.
It’s also essential to have a system in place to collect feedback and analyse the results. How you collect this feedback is up to you. For example, you could have surveys, or regular meetings/interviews.
Once you gather the feedback, make necessary adjustments to your processes and identify areas that need more training or support to optimise your HubSpot system.
Step 4: Rollout to the Whole Team
Once your pilot rollout is successful, it’s time to roll out HubSpot to the entire sales team.
Make sure to take feedback from the pilot rollout into account and adjust your training and support approach accordingly.
Make the rollout as smooth as possible, and don’t hesitate to bring in additional support to ensure your team feels confident and comfortable with the new tools and processes.
Step 5: Begin Utilising Reporting
Reporting is critical to track progress and identify areas for improvement. After rolling out HubSpot to your team, have a think about which reports may assist your sales rep. Your sales reps will probably already have some ideas.
For example, sales reps may want an automated report every Monday at 9 a.m. detailing all new leads from the previous week, including their status. This information can help them prepare for the weekly sales meeting and identify new opportunities.
Ensure that your HubSpot system is set up to generate these reports automatically and distribute them to the right people. Regularly review the reports to ensure they remain relevant and provide useful insights.
Step 6: Ongoing Coaching and Support
Now that you’ve got your team set up, you’ll want to start thinking about how you’re using the tools in HubSpot to optimise your sales process.
Ongoing coaching and support from a HubSpot Agency can help you ensure that your team is maximising their use of HubSpot in your sales process. This can ultimately lead to improved sales results and a higher return on investment for your HubSpot implementation.
At RedPandas, we offer support for your HubSpot journey. If you want to work with us, get in contact here.
If you want to work with a HubSpot agency but are still considering your options, take a look at a list we compiled of the Best HubSpot Agencies in Sydney. (spoiler alert: we’ve left ourselves out of the race).
