In episode 169 of Journey to $100 Million, Kevin talks about how we are now using our CRM platform to stay organized and track performance within our sales process. We currently use HubSpot as our CRM platform here at Array Digital, but have not really been using it for all of its worth. Recently, we have just been using HubSpot loosely to store contacts and deals, but it is not something that we fully live in. Only recently, has HubSpot become something that is really important for us to fully utilize.
Glen (our sales manager) and Kevin sat down and re-did our entire sales deal pipeline. This is because, if we plan to grow our sales process beyond Kevin, Glen, and Erik, we must be able to have faith in our CRM platform. When there are just a few individuals running sales, it is easy for everyone to know what is going on, talk, and meet all the time. Between the three, there is very good clarity. Not only that, but as of now, we are not a high transaction type of business. We usually bring in a client or two a week, and that allows us to easily keep a good pulse of what we are tracking and to know what we are doing.
But, Array Digital is growing. This means that we are going to have more people coming in on sales, and we need to have all this information in place. It has been okay how we have been using HubSpot in the past, but now it is time to live in HubSpot. Glen is now going to be required to keep his contacts and deals up to date in HubSpot, and Kevin will be running reports on this information. This is not to keep tabs on Glen, but instead to make sure everything is organized and up to date. If we were to hire another salesperson that may not have as much experience, it is essential to know this information is organized and up to date. This will help us monitor a new sales employee, track their success, and most importantly – help them improve and coach them.
It is essential to see who has what account, and who is tracking what company so that there is no overlap and allows us to run forecast reports. We are just now starting to figure this out, so be sure to listen in on future episodes to learn more! We are going to plan to have sales pipeline meetings weekly in order to ensure everything is up to date. This will ensure that our contacts, pipeline, notes, and calls are all up to date. We will review where we are in the pipeline, how much revenue we should expect, and see if we can start forecasting what the next week/month is going to look like. Right now we use HubSpot, but if you use other CRMs that you feel are more beneficial, please reach out!