HubSpot Sales onboarding essential for success [roadmap]

4 min read
Apr 29, 2024 2:40:35 PM
We should not underestimate the power and benefit of onboarding regarding HubSpot Sales. Precisely by a good onboarding, you tackle the two reasons mentioned earlier in the initial phase and get ahead of irritations. Your organization gets off to a flying start: sales teams understand the tool and get immediate value out of it.


HubSpot Sales implementations regularly fail. When we investigate the reason for that failure, 2 reasons invariably come up:

  1. Sales teams don't understand the software
  2. Sales teams are not getting value out of the software

Besides the above reasons, in my opinion, it is also due to the word we use for this: "onboarding." Aren't we also just tired of onboarding. Everything must and can be onboarded these days. New employee or customer? Start onboarding! New software in use? Onboarding! Cruise vacation booked? Onboarding... Tired of it!

Apart from the word, however, we should not underestimate the power and benefit of an onboarding regarding HubSpot Sales. Precisely by a good onboarding, you tackle the two reasons mentioned earlier in the initial phase and get ahead of the irritations. Your organization gets off to a flying start: sales teams understand the tool and get immediate value out of it.

Once your organization has gone through HubSpot Sales onboarding, the sales team with the right knowledge, skills, and behaviors can start using HubSpot Sales to improve the commercial process. To make that happen, we go through the following steps together:

Step 1: Just "turning HubSpot on."

Getting started with HubSpot is simple. Create an account, complete payment, and you are the proud owner of a HubSpot portal. So "turning on" HubSpot is very easy and completed within minutes. And even, out-of-the-box afterwards so already pretty good to use.

Step 1 of the Sales onboarding is all about setting up HubSpot technically. We make sure that all the technical issues are properly taken care of. For example, linking your email account to HubSpot. Granting the correct access levels. Transferring your customer/prospect/lead data.

The implementation of a new system is also an opportunity to go through the data with a fine-tooth comb. Is that old call list still important or can we clean it up to continue with clean and qualitative data?

Step 2: The sales blueprint as a basis for correct implementation

Besides taking a critical look at the data your sales team is working with, this is also a time to take a close look at your existing sales process. That exact sales process is important to clarify so that HubSpot can be set up accordingly. We set up HubSpot based on your sales process and NOT the other way around: you have to adapt your sales process to HubSpot....

Although we often see that still happen in this step. By using HubSpot Sales, you gain a hefty set of different tools all at once. You may want to start applying these tools directly within your sales process. With some tools, this is a logical step. They optimise your sales process and take work off your hands, so you immediately experience the value of HubSpot Sales.

To ensure that your complete sales team also embraces HubSpot, together we draw up the so-called Sales Blueprint. This blueprint forms an overview of how and in what way HubSpot will support your sales process. Think about things like: what data do we want to see in the CRM, which pipelines are important for our business? But also things like: can and do we want to optimize our sales outreaches?

Once these things are clear, we can further set up HubSpot so that it fits perfectly with your sales process. Please note that we will not modify your sales process based on HubSpot, but your sales process will be cast in HubSpot. Here you benefit from the functionalities immediately, while your process is further optimized as a result.

Step 3: Become a HubSpot Sales Champion

The best learning experience, of course, is actively using HubSpot Sales. That's ultimately the difference between a "regular" HubSpot Sales user and a true HubSpot champion. Fear not, your entire sales team will be trained by us to properly handle HubSpot Sales.

During the sessions, ideally with the entire sales team, we will go over HubSpot Sales and CRM. You will learn how to use the CRM, the sales pipeline and the sales enablement tools very specifically so that you can get started right away. This is of course completely tailored to your organization. For example, we have quite a few Sales Enablement Tools at our disposal within HubSpot Sales. But they are not of equal value for every organization or even within every department or sales cycle. During the training, we focus on and zoom in on the parts that are important to you.

Together we also determine who will be the champion or champions within your organization. They have a pioneering role to take the team, along with us, into the world of HubSpot Sales. These champions often emerge as early as step 1 or 2. It is very easy to poll and see who is enthusiastic, half a word is enough and shows that drive to make it a success.

Step 4: Continuous optimization

Are we letting you swim now? No, definitely not. Thanks to our previous steps, the sales team has gotten its HubSpot Sales swimming certificate, so you're definitely not drowning. Besides, we are still there as lifeguards if a big wave does unexpectedly arrive.

During this step, your sales team is fully capable of using HubSpot Sales independently. They feel confident and know their way around HubSpot. During these first weeks and months, we take moments to evaluate together. What is going well? Where do we still see opportunities? Of course, this is also a logical step in the process.

Effectively, you can only really determine what further optimizations you are going to implement once you have completed an initial full sales cycle with HubSpot Sales. If you are one month in and your average sales cycle is 3 months, then it might be a tad premature to start adjusting the final steps of your sales process, for example.

Thanks to this roadmap, a successful implementation is almost guaranteed. We focus on getting the system set up and adopted correctly. After this process, your sales team can therefore confidently answer yes to the questions below ! Answers:

  1. Does the sales team understand the software?
  2. Does the sales team get immediate value from the software?

Tired of all that on-boarding? Realize well that a solid foundation, a good foundation, is essential for continued growth. And with this roadmap from Webs, you'll have a solid foundation to get started with HubSpot Sales.


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