What was in the way
The company builds custom power systems, so each sale needs engineering input, pricing and several approvals. Most of those steps were done by hand.
An earlier attempt to move data from Salesforce into HubSpot had left gaps and fields that didn't match. The sales team had no single place to see where each deal stood.
What we did
- A clean move off Salesforce. Contacts, companies and deals came over with duplicate fields merged and records spot-checked.
- A sales pipeline the team follows. We mapped the sales process stage by stage, with reminders, assignment rules and alerts for deals that stall.
- A clean ERP connection. We reviewed and organized the sync between HubSpot and the company's ERP, so customers and orders match in both.
- Training and reporting. Three training sessions for the team, plus deal and rep activity dashboards for managers.
What changed
Salesforce is retired, and the sales team works from one system tied to the ERP. Automatic reminders, assignment and follow-up replaced manual steps. By the client's own count, the sales process became 35% more efficient, and the company gets back more than 100 hours a week.
Every rep now follows the same stages from first inquiry to order. The company kept working with Push Analytics on quoting and ERP reporting.
