Your sales pipeline is the fundamental aspect of your revenue generation. If your pipeline does not have proper structure or visibility, you can easily lose precious opportunities. HubSpot CRM provides an all-in-one solution to help sales teams stay organized,track their leads, and close deals just that much faster.

1. Customize Your Deal Stages

While HubSpot has default deal stages, no two businesses operate the same way. Therefore, it is important that you customize your own deal stages to align with your sales process. This customization not only ensures your team does not have ambiguity in understanding stages, it helps with sales forecasting, and it makes your reporting more accurate. Clearly define the entry and exit criteria to reduce confusion and create a predictable path to progress deals.

2. Take Advantage of Pipeline Automation

Automating your pipeline is one of the most powerful features of HubSpot CRM that can help eliminate manual work. Create workflows to move deals through stages automatically. Trigger follow-up emails or assign tasks when prospects act, like opening emails or filling forms. Automation also reminds you of follow-ups, so no deal is missed, maximizing your chances to close more business!

3. Implement Lead Scoring

Not all leads are the same! HubSpot’s lead score tool allows you to assign a number value to leads based on their interactions with your content, their website visits, email opens, and other touchpoints. This helps a sales team prioritize strong prospects, allowing them to focus their energies where they are most likely to be successful.

4. Utilize Views and Filters

Breaking up your sales pipeline using views and filters—in assigned rep, region, product, or deal stage—makes managing your deals far more efficient. Custom views keep reps focused on their active deals while allowing sales managers to view how their teams are performing at a glance. Additionally, sharing those views across your team provides more opportunity for collaboration and greater visibility.

5. Utilize Tasks and Reminders

Assigning tasks connected to deals or contact helps hold everyone accountable and clarifies next steps. HubSpot allows users to assign due dates and set up automated reminders so that next steps and the need for follow up is never missed. Taking this proactive approach is a opportunity to maintain momentum and drive a better customer experience.

6. Enable Deal Rotations for Fair Lead Distribution.

If your sales team has multiple reps, deal rotations allow for consistent and equitable lead distribution efforts. HubSpot can automatically assign incoming leads to your sales reps by many criteria you can customize to fit your needs, which minimizes manual work and response times, increasing your conversion opportunities with new prospects.

7. Track Performance with Sales Dashboards

Use HubSpot’s sales dashboard to customize what your sales reps are doing, see important numbers (such as deal velocity, pipeline value, win rates, and conversion rates), and use data to help sales managers determine how to optimize sales activities and identify bottlenecks within the sales process.

8. Connect Email & Calendar Tools.

Integrating your email (Gmail, Outlook) and calendar with HubSpot CRM gives you and your sales team’s all communications and meetings in one place. Then, through HubSpot CRM, they can log emails, schedule appointments, and set follow-ups to their email communications.

9. Use Snippets and Templates.

Utilize snippets and templates for common sales communications to save your sales reps time. HubSpot enables you to create specialized emails with contact tokens based on the information you have (even using company tokens) which helps personalize a communication aspect with a level of efficiency.

10. Optimize Your Pipeline on a Regular Basis

A healthy sales pipeline needs to be regularly nurtured. Each quarter or at least yearly, review the stale deals, mark active contacts for archiving or deletion, and reinvigorate cold leads with a specific email sequence. A clean pipeline will give you more accurate forecasting and your team will have more focus on active opportunities.

Takeaways

Optimizing your sales pipeline in HubSpot CRM is not just about managing the deals — it’s about creating a repeatable system for sustainable revenue growth. Bring the process to life with encompassing deal stages, automation workflows, lead scoring, and a clean pipeline that allows your team to nurture leads and bring in more deals.

If you’re ready to elevate your sales process and tap into the full potential of HubSpot CRM, professional expertise can provide that added edge. Visit Empirical Edge Inc. and find out about HubSpot CRM implementation, customization and support for your business.