Knowing how to use HubSpot CRM will help you a lot because as your business expands, it becomes nearly impossible to manually keep track of your clients and prospects using spreadsheets and scattered notes in various locations.
This kind of system requires a lot of time and effort to manage, and things start falling through the cracks at a startling rate. Your team will become overworked and your customers will be disappointed as a result.
Do you want this to take place for you? I know your answer is capital "NO!". Therefore, a CRM is essential.
So in this article, we will reveal how to use HubSpot CRM, the benefits of HubSpot CRM, the HubSpot CRM strategy, the HubSpot CRM terms, and what HubSpot CRM stands for.
Without wasting much of your time let's start the real work.
How To Use HubSpot CRM?
Once your CRM has been created, it's time to use it and below I will show you the step-by-step guide on how to use it:
1. Add Your Salespeople
Your data will be more detailed and precise the sooner you can get every rep on your team using your CRM.
Therefore, adding users should be the first step in a CRM implementation. But make sure you've outlined the benefits of a CRM, particularly how it will assist your salespeople in generating more revenue, and gain their support. Adoption will be extremely low if reps aren't convinced of the CRM's value.
(I suggest asking one of your best salespeople to serve as an advocate. Her peers will naturally copy her if she's using the CRM effectively.)
2. Make your settings specific
Your sales process should be reflected in your CRM. This indicates that it corresponds precisely to the steps a customer takes from "lead," to "opportunity," to "customer."
Of course, that requires having a basic understanding of those phases. If you don't know how your sales process works, spend a few weeks observing and tracking how customers purchase your goods or services.
What distinguishes buyers from those who choose competitors or don't decide? What specific steps are there between the time you first speak with a salesperson and the time the agreement is signed?
Let's imagine that your sales process is broken down into the steps of "Connect," "Qualify," "Demo," and "Close." For each, add deal stages to your CRM pipeline. You've now made the sales process for your reps uniform.
Create custom properties next, then store your data in them. Your CRM will come with pre-populated "properties" or information about your prospect. For instance, HubSpot CRM has fields for city, create date (the day they entered your system), phone number, and email address.
The majority of businesses want to track particular characteristics. Perhaps you should include a field for "Billing ID," "Time zone," "Product purchased," or "Global office address," to give you an example. Before you import any existing data into your CRM, create those custom properties now.
Finally, make the necessary adjustments if you're using a currency other than the one that is pre-set in your CRM.
3. Add your contacts, businesses, and deals
To keep track of your prospects and opportunities, you probably currently use a different CRM or spreadsheet.
The ability to import this data by uploading a CSV file is offered by almost all CRMs. Each column in your spreadsheet should correspond to a contact property in the CRM so that data can move between your old and new systems without any problems.
4. Integrate Your Other Tools
Information on marketing, sales, and customer success ought to be collected centrally in your CRM. This reduces the need for manual data entry and gives you a 360-degree view of your prospects and customers.
Here is an example of a process with multiple tools that is inefficient:
- Use a form builder to gather leads.
- Put those leads in your email tool so that marketing can take care of them.
- Add qualified leads to your CRM for export.
Think about how this would go if you combined HubSpot CRM with HubSpot Marketing and Sales. Leads who submitted a form, initiated a chat with a representative, or took other significant actions on your website will be added to your CRM.
A salesperson may be contacted if the applicant is exceptionally qualified. The marketing team can nurture the lead with educational content if they need more time.
The whole procedure is seamless and a lot more effective.
Not a user of HubSpot? I advise choosing tools that are already connected to your preferred CRM (check out your CRM's integration partners) or tying them together with Zapier. For instance, you could configure a Zap to send Google Form submissions to your CRM automatically.
5. Set Up Your Dashboard
In order to maintain team alignment and provide the appropriate coaching and guidance, you should have a clear understanding of how well your team is performing. This is why a CRM dashboard is so useful you can personalize it to suit your unique requirements.
Depending on your sales goals and process, decide which statistics should be displayed on your dashboard. You might want to see a breakdown of the units of X product sold compared to Y product, for example, if your team is expected to sell more of X product this month.
Alternatively, if you assign activity metrics to your reps, you might want to include a section for "completed activities" for the day.
6. Enable Report
You spend a lot of time as a sales manager studying data. However, as much time as they can should be spent selling by your reps. The creation of daily, weekly, monthly, and/or quarterly email reports is, therefore, a great idea.
For instance, HubSpot representatives receive an email each morning with a stack ranking that details the performance of each team member for the previous month in terms of new business, upsell and cross-sell revenue, and net revenue.
This daily digest motivates salespeople to continue working even after they've met quota by encouraging friendly competition.
Sending emails for activities added, finished, or received by the rep, emails sent, received, or made by the rep, calls made, deals won (by count or value), and/or retention rate by the rep.
In order to get more value watch this video for better understanding.
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The Benefits Of HubSpot CRM
There are about four (4) main benefits of using Hubspot CRM which I will mention below:
1. Better Customer Experience
Knowing a lot about your prospect makes it much simpler to deliver a positive purchasing experience. You gain a significant advantage if you can quickly see every blog post, email, and ebook that person has opened and/or read in addition to important information about their company, like its size, location, and industry.
You can add more value right away by personalizing your messaging.
2. Greater Productivity
You can automate tasks like reporting, deal creation, call and activity logging, and more with a CRM.
The more hours sales representatives have to spend in front of prospects, the less time they have to spend on administrative tasks. Your income will rise in line with that.
3. Greater Collaboration
A sales manager can immediately monitor the manner in which and when her salespeople are contacting and following up with customers. An opportunity that has been prospected and qualified for him by a sales development rep (SDR) can be quickly explained to an account executive (AE).
When salespeople are on the same team, they can share best practices and cover for each other when someone is ill or on vacation.
In essence, a CRM improves rep efficiency and collaboration.
4. Greater Insight
Stop thinking about how your sales staff is doing. A CRM will provide you with both a high-level and detailed picture of rep performance. This picture will include team-wide and individual conversion rates by deal stage, average deal size, and deal velocity, and that's just the beginning.
Just think of what you could accomplish if you had this data-supported understanding of what is effective and what could be enhanced.
Watch the video below to learn more about the benefits of HubSpot.
What You Should Know About CRM Strategy
A CRM strategy outlines how a company intends to use its CRM to expand its customer base and satisfy existing ones. Companies generally develop a CRM strategy before implementing it.
A CRM strategy essentially helps your company stay focused on its objectives. A CRM is made up of a variety of useful features and tools, as we defined above. However, just because they're available doesn't mean you should start using them right away.
Due to overwhelm, many businesses stop using CRMs. If you develop a CRM strategy in advance, it is understandable but avoidable.
First, have a discussion with your team to clarify your objectives. Yes, you want to manage your customer relationships better, but how? Why? What particular customer actions and interactions are most important to your company? Note these down because they will guide the design of your CRM settings and reports.
Second, identify your ideal client(s), perhaps using buyer personas. This data is useful for both marketing and sales, and it will help you determine what kinds of customers you should eventually add to your CRM and which ones you shouldn't.
Finally, create a customer journey map. How do your clients "meet" your company on a typical basis? How many touchpoints do customers typically require before they sign up for your newsletter, buy something from you, and come back for more? This customer journey will change as your customer base expands and your buyer personas separate into more specific profiles. You can monitor that with the aid of your CRM.
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What You Should Know About HubSpot CRM Terms
Before we get into the specifics of using a CRM, there are a few key terms you should be aware of.
1. Contact
A contact is a distinct individual. Most CRMs will save their email address and first and last names. Additionally, you can keep track of information about their job title, business name, and yearly revenue; the possibilities are virtually limitless.
2. Lead
There is interest in your product from a lead. They could be a Marketing Qualified Lead (MQL), meaning they've engaged with your marketing materials in some way (by downloading an ebook, for example), or a Sales Qualified Lead (SQL), meaning your representatives have determined they're a good fit.
3. Deal
A deal is a potential sale that is also referred to as an opportunity. A deal should proceed through all of your sales process stages.
Connect contacts and deals. If you're working on a single purchase with CMO Jane Doe and Marketing Director John Smith, they should both be listed on the deal record.
3. Company
Additionally, if you're selling to businesses, you should keep track of which contacts and deals are associated with which businesses. The "company" record occupies the top position in a typical CRM hierarchy.
You could, for instance, link a company to ten different contacts and three different deals.
4. Source
Your leads are obtained from numerous sources. This could include attendees at webinars, trade shows, recommendations, forms on your website, etc. You can focus on your best prospecting channels by keeping track of conversions by source and deals closed by source.
5. Activity
The term "activity" refers to any action taken by your salespeople or prospects, such as phone calls, emails, voicemails, demos, new contact records, updated fields, etc.
6. Deal Stage
Your sales process should have a deal stage for each stage. To give you an idea, nearly all of the prospects who make purchases are likely to have an exploratory call with one of your reps.
Therefore, the first deal stage in your CRM may be an "exploratory call."
7. Pipeline
Pipelines are used to organize deal stages. In the CRM, each salesperson should have their own pipeline so they can keep track of the opportunities that are currently being worked on.
Deals should shift from the left to the right as they approach the close.
Read about:
For What Does CRM Stand?
"Customer relationship management" is what CRM stands for. The customer relationship management (CRM) system of a business keeps track of all interactions with clients, both new and old. This includes information like when a client first visited your website, what they did there when they first opened your sales proposal, and how long they spent looking at it.
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CRM Is The Key
What you can do with a CRM is far more than what is covered in this guide. It's also best to get started as soon as possible because a CRM can never be used too early.
If you have any questions on how to use HubSpot CRM just feel free to comment below and I will be more than happy to answer you if I have an Idea.
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