How RevPartners Optimized a Sales Pipeline for a Healthcare Tech Company

The Challenge

Unreliable Revenue Data

• Although HubSpot had been implemented, Company V still preferred using Excel
  for revenue tracking.
• They believed that their Excel spreadsheet provided more accurate data, leading
  to a lack of trust in HubSpot’s reporting capabilities.

Disjointed Sales Processes

• Without a properly mapped buyer's journey and aligned sales pipeline, Company V’s sales team struggled to track progress, sales activities, and key documents.
• This disorganization created inconsistencies in how sales deals were managed.

• The lack of reliable data from HubSpot hindered Company V’s ability to make informed decisions about their sales process, leaving gaps in their revenue strategy.

The Solution

Mapping the Buyer’s Journey

• The team began by identifying key stages in the buyer’s journey, ensuring the sales pipeline reflected these stages to align better with the customer experience.

Sales Activities & Documentation

• RevPartners pinpointed the sales activities required at each stage and defined the documents that sales reps needed to complete or provide to move deals forward.

Custom Properties & Checkpoints

• Custom properties were created to ensure that no deal could move to the next stage without meeting specific checkpoints.
• These properties also ensured that critical data was captured throughout the process.

Sales Pipeline Creation

• A new sales pipeline was built, designed to follow the buyer’s journey.
• This pipeline provided clarity for sales reps and management alike.

Workflow Automation

• To maintain the integrity of the funnel, workflows were created to prevent stage skipping.
• This ensured that each deal followed the process accurately, resulting in reliable funnel reports in HubSpot.

Entry Requirements & Custom Closed Won/Lost Reasons

• Mandatory and non-mandatory properties were added at each stage, along with customized reasons for closed won/lost deals based on insights from seasoned reps.
• This helped Company V focus on improving their conversion rates.

Training & Dashboards

• The sales team received training on the new process, and a weekly review dashboard was created for the sales director to track pipeline health and revenue attainment, ensuring ongoing oversight.

The Impact

Increased Efficiency & Time Savings

• Company V no longer relied on Excel for revenue data.
• The dashboard now offers a complete overview of their revenue attainment and sales pipeline, saving time previously spent managing and reconciling spreadsheets.

Data-Driven Decision-Making

• The enhanced sales pipeline and reliable HubSpot data allowed the company to make informed, data-driven decisions, leading to more strategic sales efforts.

Improved Prioritization

• With the new process in place, sales reps and managers could easily identify high-priority deals that needed immediate attention, helping them focus efforts on deals with the highest potential.