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The Ultimate Guide to HubSpot Sales Hub Deployment

How To Grow Your Sales With HubSpot CRM

Download the entire Ultimate Guide to HubSpot Sales Hub Deployment

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Chapter 2-

Selecting The Right Sales Hub Tier

01  |  Selecting The Right Tier of HubSpot Sales Hub

After completing the project governance and planning process, you will be well-prepared to determine which tier of Sales Hub will be needed to meet your business process requirements. Below is a list of features and functions that are exclusive to Sales Hub Enterprise. Review this list to determine if your requirements call for HubSpot’s most powerful features.

HubSpot Sales Hub Enterprise Exclusive Features

Sales Hub Enterprise comes with all the features available in Sales Hub Professional plus the following exclusive features:

Custom Deal Properties

HubSpot has a number of out-of-the-box deal properties to help you track and manage your deals. An option to create custom deal properties best suited to your needs is also available. Taking advantage of this feature will help you capture the most important information for your business.

Filters

Work smarter by using the filters feature. Don’t get lost in the abundance of data in your CRM. Use filters to get in front of datasets you most commonly rely on.

Custom Fields

Use custom fields to track your meeting, automate task assignment, or to plug in data sets that matter the most to you.

Inactive Deals

Focus on the now. HubSpot has a feature that allows you to automatically close inactive deals. No need to get lost in the past.

Goals

Everybody loves a good challenge. Aim high by setting goals and mapping out pathways to get there. Use the goal feature for your team to achieve or set goals individually to guide and challenge specific team members. The Sales Hub Enterprise user goals include calls logged, meetings booked, revenue, and deals created. Bring it on.

Sales Playbooks

Build sales enablement content such as product sheets, pricing guidelines, and more. Your team can search for and access these playbooks directly from the contact, company, or deal record.

Call transcription& reporting(English only)

Automatically log and transcribe calls made through the CRM. Spend less time doing grunt work and more time doing what matters most — going after engaged prospects and closing sales.

Calculated properties

Use your own calculations to dynamically populate custom contact and company properties based on values from other CRM fields.

eSignatures

Seal the deal easily with eSignatures. Get 30 eSignatures per month, per user.

Recurring Revenue tracking

Track the projected value of associated with a deal over time with the revenue analytics report. Thisreport helps companies understand the impact of renewals, upgrades, downgrades, and churns on revenue at a glance.

Quote approvals

Enable your sales managers to review or approve quotes and/or discount rates before sending them to your prospects.

Goals

Keep your eyes on the prize by setting goals within the CRM. Create quotas for your sales team and assign these goals at the user, team, or pipeline level.

Single Sign-On

Give your team members one account for all of the systems your business uses. Take advantage of the Single Sign-On (SSO) feature.

Predictive lead scoring

Get ahead of the curve with predictive lead scoring. HubSpot uses machine learning algorithms to predict a lead’s likelihood to close within 90 days. HubSpot Predictive Lead Scoring takes the following into consideration:

  • Demographic information
  • HubSpot contact insights
  • Company information for your specific business
  • Any interactions logged in the HubSpot CRM (including web analytics, marketing email interactions, form submission events, and more)

02  |  Key Issues in HubSpot Sales Technical Setup

This book assumes that your company is using HubSpot Marketing, so has completed the technical setup required for its implementation. Now that you’ve selected the right HubSpot Sales tier for meeting your implementation requirements, there are a couple of key areas of focus for Sales Hub technical setup.

Adding Users and Creating Teams

List all of the users you would want to have access to HubSpot. You can recreate your internal hierarchy using the teams feature in HubSpot.

Create teams and break them down into parent teams. Parent teams have the ability to access all of the data of its respective sub-teams.

Roles & Permissions

Keep in mind that permissions are set on an individual basis regardless of team affiliation so don’t forget to set the necessary permissions correctly. With the HubSpot’s Sales Hub Enterprise, these are some of the features you can delegate permissions for contacts, companies, deals, tickets, and tasks:

  • Bulk delete.

Users can be allowed or restricted from deleting contacts, companies, deals, tickets, and tasks in bulk.

  • Import.

Users can be granted the ability to import contacts, companies, and deals into HubSpot.

  • Export.

Users can be granted permission to export contacts, companies, and deals from HubSpot.

  • Workflows.

Users can be permitted to access and use the workflows tool.

03  |  Setting Up Connections to Sales Hub

Connecting Your Website to Sales Hub

Your website allows prospects and customers multiple ways to engage with your company. Having all website visitor information collected in a single place is a key benefit of HubSpot CRM.

HubSpot provides a JavaScript tracking code that can be added to your website. Once that’s installed, visitor information (including anonymous visits) are tracked in your HubSpot CRM. When an anonymous visitor converts by completing a form or lead flow, their activity history becomes available in their contact record.

Having all website visitor information collected in a single place is a key benefit of HubSpot CRM.

  • Activity Types.

Using activity types you can organize how your team logs activities by providing the sales reps with custom meeting and call types. These can be very helpful for reporting as it allows you to run reports on various “types” of tasks. Such as an on site visit or a webinar. It is important to set this up if sales reps have goals associated with these types of things. Be sure to involve your sales point of contact at the client when defining the types of activities that need to be recorded.

  • Integration with Google, Outlook and Office365.

There are two parts to the email integration: the inbox connection and the email extension. Here’s how to set up your inbox connection with the CRM and sales templates/workflows.

If your company uses Google or Office 365* you can connect your inbox using your account credentials. If you’re using a different email provider, you can connect your inbox using IMAP.

For the email extension, there are some options to understand:

  • If you use Gmail, you’ll install a Chrome extension that puts the CRM tools into your Gmail inbox anytime you access it through Chrome.
  • If you use a web version of Outlook, you can get the email extension from Microsoft AppSource. This version of the extension is installed directly into your account and will be accessible regardless of browser.
  • If you use a desktop version of Outlook, you’ll need to install an Outlook add-in, which can be downloaded from our website.

Once you have the email extension installed, you’ll be able to automatically log emails in the CRM. You’ll also be able to track the emails you send, so you’ll know if your contacts are opening them.

  • Calendar sync: To utilize HubSpot CRM’s ability to sync Activities and Tasks with the users’ calendar, users must be using Google or Office 365. If you do not use either of those tools users will not be able to sync their own calendars with HubSpot.

Third Party Connectors and Integrations

For companies that use Slack, there is a native Slack integration for HubSpot. The HubSpot Connect directory contains over 300 other integrations that can be deployed depending on requirements.

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