Sales Operations processes with HubSpot
The Situation
The Head of Ops for this large Pharma Dat company needed a new sales process building within their CRM.
They had ineffective MI reporting, Long, manual processes and zero automation.
The Task
I was tasked with rebuilding the sales process, taking into consideration the complex nature of their product and pricing structure, creating automated workflows and building new dashboards to enable them to get the reporting they needed.
The Action / Approach
I mapped out their current process and was able to analyse where the bottle necks were. From here, I remapped a new process taking into consideration their tech stack, its capabilities and the training and behavioural change that would be required by senior leadership and the sales team. Additionally, I looked at the business architecture of other business areas to ensure what I was building would align with marketing and customer success departments.
I rebuilt the new process in HubSpot involuting workflow automations, a new product system and reporting dashboards before training and advising the team on how to use it.
The Result
This resulted in:
-100% automated sales reporting implemented, up from 30%
-20% reduction in administrative hours by the sales team
Focus In On: Responsible for Digital Business Transformation
New Areas of Value:
More satisfied and engaged employees with increased retention and productivity
Improved business agility and ability to rapidly respond to change and opportunity
Successful, timely delivery of evidence-based digital transformational outcomes; beyond digitisation
Improvements around:
Lack of process and technical integration strategy making the overall solution less efficient
Poor data strategy resulting in siloed, incomplete and poor quality data
Lack of agreement of transformation governance and stakeholder understanding leading to a fragmented approach
Lack of clarity around existing operating model, internal business ecosystem or cross-functional teams
Lack of availability of the right people at the right time across both business and technology areas
