Posted February 06 by Niranjan Reddy
Feb 06 by Niranjan Reddy

RevOps Workflows That Drive Improved Sales Management Using HubSpot

RevOps Workflows That Drive Improved Sales Management Using HubSpot RevOps Workflows That Drive Improved Sales Management Using HubSpot

RevOps stands for Revenue Operations. Its purpose is to help organizations drive growth in their revenue. It helps organizations achieve the same by aligning marketing, sales and customer service functions.

If your organization uses HubSpot CRM, the workflow automation in HubSpot takes care of the hard and recurring portion of RevOps.

Getting Started with Revenue Operations in HubSpot:

When you intend to approach revenue operations in HubSpot, the first steps you will have to take is to understand the data structure of HubSpot CRM. Once you know this, you will learn how to use automation tools for updating data and creating associations in your database. It should be stated that HubSpot is the favorite tool for RevOps, particularly for Small and Medium Businesses. The reason is that it has everything that you require under a single roof for effective management of your customer’s journey. Here are certain things you can get with RevOps in HubSpot:

  • Connected atmosphere by integrating your varied tools
  • Automation with HubSpot workflows and Lists
  • Timeline engagement and events
  • Build an end-to-end customer experience
  • Service, marketing, and sales aligned through the same metrics

RevOps Workflows that Drive Improved Sales Management with HubSpot:

Sales Enablement Platform Optimization:

Make your existing tech stack simple and improve it before you make any fresh investments. When doing this make sure to connect them to the revenue goals that your business wishes to achieve.

When they develop, organizations generally find themselves adding one application on top of another to solve crucial client team requirements. Regardless of the cause, reactive tech investments generally contribute to an unproductive and disjoined atmosphere that spoils crucial business operations.

To prevent a disorderly tech stack, it is crucial to evaluate the contribution made by every fresh tool toward activities that generate revenue for the business. Some of the crucial aspects of strategic decision-making include stakeholder buy-in, a plan for team-wide adoption, the effect of the journey of the buyer that is measurable and documentation of merits and demerits. Nevertheless, the process of evaluation alone takes a long time. This will happen even before the organization starts spitting the impact without even accounting for the timeline of appropriate team adoption efforts, migration, and proper implementation.

So, before spending resources and time on the team training, buying, and spotting of net-new platforms, it would be better to get back to your existing platforms. When you do this, you can comprehend what can be improved via integrations or plan upgrades. To be specific, integrations can be the most affordable technique to simplify and solve the requirement for fresh software when operations improve.

For instance, when you take the case of the sales hub of HubSpot, it comes with a varied combination of products to get used to the requirements of the team. These combinations are also for improving the journey of buyers and bringing together all user and customer data. As the mission of HubSpot encompasses centralized access to all tools that a team uses, it is one of the most integration-friendly CRMs on the market. All you will have to do is to search for a Certified App in the HubSpot marketplace to make sure that any new application meets the needs of value, accessibility, usability, performance, dependability, privacy and security to name a few.

Revenue Attribution & Reporting:

You can keep an eye on the performance from a granular to the top-bottom view so that you can inform growth techniques from varied angles. When it comes to sales operations, team management also involves understanding capacity, pipeline performance and exactly what does not work and what works on a coarse level. To meet and even set goals, teams should get visibility into the metrics. Here, team managers should take care of the task of forecasting revenue on the basis of team growth, performance and capacity. They should accordingly, update the standards. It is important for the sales team management to build and maintain a wholesome reporting infrastructure. This infrastructure should track the whole journey of a buyer right from the initial touch to the customer lifecycle and renewal. It will even help the sales team in equipping themselves with the insights that they require for developing a sturdy pipeline. Here, HubSpot Sales Hub offers a wide range of entirely customized and highly comprehensive reports. These reports will supercharge the performance of the sales team:

  • Total of contacts created with a total of deals created and totals won
  • Deals in the sales pipeline on the basis of each representative
  • Engagement rates and a total of sequence enrolment
  • Closed amount of revenue by communication with the source of traffic.

Lead Scoring and Routing:

Develop lead routing around the strengths of each sales representative for improving the quality of engagement and fostering deeper associations and instigating buy-in. Developing a personal association and rapport is important when it comes to closing a deal. Nevertheless, it is often hard for representatives to create meaningful relationships when leads get into their pipeline on a capacity or circular basis with minimal considerations of the compatibility of lead-to-sales representatives. In most instances, in organizations that follow prescriptive sales approaches, the sales representatives are a mess right from the initial stages. The reason is that they do not have the right tools to engage the modern consumers demanding customized experiences.

When this happens, the members of the sales team might lose their valuable time on the research of a prospect. They might face it hard to gain traction at the time of engagements. In turn, they tend to lose the deal. However, sales managers can take steps to improve the productivity and value of their teams by associating leads with suitable sales representatives at the right time. They can do this by adopting playbooks.

They can create the best match when they use automated lead routing on the basis of representative and lead segmentation criteria. As a result, the sales lead can create an opportunity that can create impact and a buying experience that can also create impact. When they route leads as per the high-impact specifications and evaluates different considerations of compatibility, it will be possible for team leads to account for the strengths of each representative and their experience. Even, they can optimize the time to value for every engagement and can achieve an improvement in the performance of the entire team.

Thanks to the advanced tools for lead routing, that make the job easier for sales managers. With these RevOps workflows, they can drive better sales management when using HubSpot.

Niranjan Reddy
Niranjan Reddy leads Hermitcrabs, Inc, an B2B Tech Inbound Marketing agency and eCommerce Agency, Google Certified & HubSpot partner. Who specialize in helping some of the world's largest B2B enterprise tech, tech Start-ups, professional service, and pharmaceutical companies increase and nurture their sales and marketing pipelines. Hermitcrabs, core services include inbound marketing, sales enablement, account-based marketing, modern lead generation digital strategies and web development in HubSpot COS, Wordpress, Magento, and Shopify.