A sales team's main goal is to continually acquire new sales – right? However, digitalisation has...
The most successful companies today are at the top because, among other things, they offer great customer experiences, an incredibly important thing today. In the centre of most companies there is usually a CRM-system (Customer Relationship Management) that gathers all information about a business, and all contacts, in one place.
In the constant search for more opportunities and flexibility within companies, most CRM-systems have become a lot more complicated than they have to be. More and more layers of functions and tools have been added over time, so that today's systems have become so complicated that they are almost impossible to implement. As much as a third of all companies that try to implement a CRM actually fail, usually due to poor usability. That leaves many CRM-systems unused.
Read our ultimate guide to CRM here.
Our experience is that many sales managers and their teams find their CRM difficult to use, mostly because CRM-systems are primarily adapted after a certain budget, not for the actual user. It is also a known fact that an older CRM often promises that you can do "anything" with it - if you are willing to buy a long list of add-ons.
Today, however, you no longer have to choose between powerful and easy when it comes to a CRM-system. HubSpot Sales Hub delivers a number of new, powerful features that provide a more complete CRM, which is also easy to use. Let's take a closer look.
What makes Sales Hub better?
It's really about three things: the product, the platform and HubSpot's ecosystem of partners.
Let’s start with the product. HubSpot is a CRM built for sales and has all the tools you need in one place. It is a powerful and scalable database with tools that allows sales teams to effectively manage their days and their outreach. There are also CPQ-tools to facilitate the second half of a sales process - Configure, Price, Quote. These tools can help you close more deals, in combination with good and detailed reporting to tie everything together. It basically creates a full overview of what happens within your business.
HubSpot’s platform contains the most important things for a modern CRM, the ability to share the same data and interface with everyone within the platform, which makes it helpful and easy to use for your business. It also provides an opportunity to grow and extend from being just a “tool” for a salesperson. HubSpot Sales Hub gives your entire business strength and power - from website and marketing automation, to sales and service team. Others may have solutions that have been put together by themselves, but HubSpot has made sure that nothing falls between the seats for all the different users.
Last but certainly not least - everything is supported by a broad and deeply rooted ecosystem. HubSpot CRM is simply designed to be "the single source of truth about your customers". If HubSpot is the basis of what you are looking for, there is an extensive library of certified integrations that gives you the opportunity to build everything you could think of. Also, if HubSpot does not give you enough tools or if it seems too complex, there are lots of partners who can support the work of implementing, adapting and managing the system. It is also possible to connect and integrate almost any tool via PieSync or the HubSpot API.
Better reporting of sales activities
The biggest update to the reporting tool is Sales Analytics - a new library with over 20 powerful sales reports that helps support sales managers to better understand the company's pipeline and coaching salespersons to achieve their goals.
Sales Analytics is built with a technology called pipeline snapshotting, which tracks all changes to your pipeline and lets you see how your pipeline develops over time. This is an advanced feature that is often only included in Enterprise CRM systems through third-party integrations.
- Deep insight into how your pipeline develops
One of our absolute favourite reports in Sales Analytics is "deal pipeline waterfall". This feature breaks down changes in your pipeline into useful categories, such as how much of your pipeline was marked as lost in the last quarter or how many deals were carried forward or backwards. This allows you to dig deeper and analyse changes such as lost revenue or deals that have been postponed for a specific period of time.
- Information that helps you coach and develop your salespeople
Another very useful report is "deal change history" which shows an updated flow of each change in your pipeline, such as changes in amounts, deals and so on. This is good to have an overview of, as it makes it easier to initiate coaching conversations in real time and help your sales reps to reach their goals.
- Simple, accurate sales forecasts every time
Finally, HubSpot has also introduced a completely new experience of forecasts in Sales Analytics. This feature collects information from sales to generate a more accurate up-to-date sales forecast. The forecasts also eliminate a lot of duplication of work with entering information in more places.
Below you can find a few of the factors of Sales Hub Enterprise that gives a deeper insight into each part of your company's sales forecast and pipeline:
- Visual Dashboards
- Deep Custom Reporting
- Dozens of Standard Reports
- Pipeline Snapshotting
- Standard ABM Reporting
- Snowflake / BI Integration
HubSpot CRM is built up with a focus on the end user. When your sales team gets a good user experience, you as a sales manager will not have to worry about them being reluctant to use CRM.
As we said earlier - HubSpot is not just a CRM, but a platform for marketing and service as well. If you want to know more about HubSpot and how it can help your business to make your sales and marketing efforts more efficient, feel free to contact us!