What happens during the Sales Hub configuration and Pipeline Management phase?
Phase 2: Sales Hub Configuration & Customization
In this phase, we will configure and customize HubSpot Sales Hub to better align with your sales processes. The objective is to refine deal tracking, enhance data organization, and implement automation that streamlines workflows and improves sales efficiency.
1. Refining Deal Stages & Pipeline Alignment
Audit the current deal pipeline and compare it with The Lynn Group’s sales cycle.
Modify pipeline stages to ensure they accurately represent real-world sales progression:
- Remove or consolidate unnecessary stages.
- Add stages for better tracking of long-term deals.
- Ensure pipeline structure supports multiple sales team roles.
- Define clear exit criteria for each deal stage to ensure consistency in movement.
- Implement automated deal stage transitions based on lead activity, engagement, or data updates.
Deliverable: A refined sales pipeline that aligns with The Lynn Group’s actual sales cycle, reducing bottlenecks and improving deal progression tracking.
Estimated Hours: 8
2. Implementing Custom Properties & Data Fields
Identify missing or underutilized data fields that can improve reporting and segmentation.
Create custom properties for key business metrics (e.g., deal type, industry, revenue potential).
- Ensure consistent data input by setting required fields for deal creation and movement.
- Update contact and company properties to better track relationship history and decision-making roles.
Deliverable: A structured, customized CRM data environment with meaningful fields that improve reporting accuracy and sales efficiency.Estimated Hours: 6
3. Setting Up Lead Scoring & Segmentation
Implement an improved lead scoring model based on engagement, deal size, and company profile.
- Define scoring rules based on website visits, email opens, form fills, and meeting bookings.
- Ensure lead scoring aligns with MQL (Marketing Qualified Lead) → SQL (Sales Qualified Lead) handoff.
- Refine segmentation strategies to categorize leads into priority groups (e.g., hot leads, nurtured leads, cold prospects).
- Automate list segmentation for targeted follow-ups based on lead activity.
Deliverable: A functional lead scoring model with dynamic segmentation, ensuring sales reps focus on the most valuable prospects.
Estimated Hours: 8
4. Automating Task Assignments, Reminders & Notifications
Configure automated task assignments for sales reps based on lead behavior.
Set up reminders and follow-up notifications to prevent leads from slipping through the cracks.
- Implement deal-based automation (e.g., trigger follow-ups if a deal is stagnant for X days).
- Establish workflow automation for scheduling follow-ups, updating lead statuses, and triggering internal alerts.
Deliverable: A streamlined workflow that reduces manual tasks and ensures timely follow-ups for better lead conversion.
Estimated Hours: 8
5. Integrating Email Sequences & Templates for Outreach Optimization
Create standardized email templates for different sales touchpoints (e.g., introduction, follow-ups, proposal delivery).
- Set up automated email sequences that guide leads through the sales process with minimal manual intervention.
- Personalize templates using custom properties (e.g., company name, industry, recent interactions).
- Implement A/B testing to optimize subject lines and email performance.
Deliverable: A library of high-performing email templates and sequences that increase engagement and response rates.
Estimated Hours: 6
Total Estimated Hours: 40
By the end of this phase, you will have a customized, automated, and highly efficient HubSpot Sales Hub, enabling the sales team to focus on closing deals rather than administrative tasks.