TFD helped A multi-city publisher client migrate to HubSpot Sales Hub for the ability to set up detailed sales commission plans and track revenue.
OBJECTIVE
When growing a business, brands and publishers must efficiently incentivize their sales team. It’s also crucial to clearly understand the value of each sales representative through accurate revenue reporting. We are fortunate to partner with HubSpot to implement effective new ways to accomplish this goal on behalf of our clients. Recently, we partnered with one of our regional media clients to help in the growth of their revenue and sales team. From the client:
“At the start of 2023, and after two years of building out content and audiences in 11 markets with daily podcasts and newsletters, we flipped the switch on revenue generation.
Since we were basically starting from square one, we absolutely needed a CRM to help us manage our business.”
Our client lacked a CRM to grow and scale their sales team into different markets. That’s where TFD and HubSpot stepped in.
STRATEGY
TFD’s strategy is to directly consult with the client to determine their unique needs. In this case, we met with the accounting team and sales leadership to determine how their products would be sold and how the accounting team needed to see revenue data.
Next, we reviewed best practices for setting up their HubSpot portal to meet the sales representatives’ needs and the leadership team's goals for management and oversight of sales rep activity.
“After talking with Melissa Chowning about our needs, she introduced us to HubSpot. She put together a demo with the Twenty-First Digital team, the HubSpot team, and (our internal team) so we could see just how useful the platform would be for us. After that demo, we realized that we’d have a significant amount of customizing that would need to be done to make it a truly valuable tool for us. That’s when TFD kicked into gear. ”
Our final plan was to onboard the client to HubSpot Sales Hub Enterprise and customize the portal to send proposals and contracts, collect payments, track sales rep performance, product performance, overall revenue, and build a detailed commission structure for the sales reps across the country.
TACTICS
customization
TFD worked to fully customize the HubSpot Sales Hub for the client, including:
Contact management
Sales pipelines customized for each regional market
Product details across podcast and newsletter offerings
Detailed Sales reporting
Accounting and sales leadership reports with detailed insights into product sales and sales rep activity
Commission structures specific to each market
Quote templates
TFD integrated HubSpot with QuotaPath to create detailed commission plans for each sales rep and market
RESULTS
The client is happy with the ability to easily obtain detailed sales reports and view the success of each sales rep. Here’s a continuation of their testimonial:
“(TFD) immediately worked with us to figure out exactly what we needed when it came to every aspect of our business; advertising, contact management, pipelines, reporting, accounting, commissions, contracts, etc. For us, it was a dizzying array of items that needed to be put together, but for TFD it was just part of their process and somehow made it seem easy.
They got to work customizing our interface and making it bespoke for us in a way I could have only dreamed about. Our weekly calls were thorough and included a checklist of items that we needed to complete, as well as items TFD needed to complete.
In the end, we’ve come away with a robust tool that would not have been so without the knowledge, organization, and thoughtful work of the TFD team. “
