What is Revenue Operations?
The holistic approach of Revenue Operations is to eliminate silos within organizations to improve their efficiency, make the most of their systems, and ultimately enable their sales teams to scale.
A revenue operations (RevOps) team can help a company design and implement a variety of things for a business including strategic services, campaign operations, as well as full migrations plus system implementations. RevOps seamlessly marries marketing and sales ops to operationalize the funnel by giving businesses a single source of truth and optimizing processes to continue the ability to scale. For those of you using HubSpot, start here to see the automations you need to fully empower your RevOps processes.
The 3 HubSpot Automations You Need
Notify your sales team of incoming prospects
Keeping your sales team notified of inbound leads is crucial when it comes to funneling prospects into your buyer's journey. By setting up a simple HubSpot workflow to notify your sales team of form submissions, you reduce the risk of letting leads leak out of your funnel.
Plus, if your company utilizes an internal messaging system (for example Slack), HubSpot has tons of integrations to set up additional notification channels. Check out this example below:
- Above: the workflow triggers when a prospect fills out a form. You can specify by form or by page to further segment your form fills to the proper pipelines.
- After this form-fill action, you have the ability to set up an internal email notification to notify the proper contacts of these inbound prospects.
- If your firm has a messaging platform such as Slack, HubSpot hosts the capability to push notifications directly to your sales reps' DM’s, as well.
- NOTE: HubSpot does a brilliant job of calling out errors or incomplete items too (as seen above in ‘changes needed’) which works as an extra set of QA
- BONUS: You can pre-qualify leads before routing with a retroactive HubSpot lead scoring model
Automatically create deals from qualified prospects
Using paid media as our next use case example, learn how you can use automation to auto-create deals for your sales team within specific pipelines. Ultimately, this reduces the need for your reps to manually input initial details.
- Above: the workflow triggers when a prospect fills out a paid media-specific form.
- After this form-fill action, the workflow waits 5 minutes and then automatically creates a deal with the associated company within the paid pipeline.
- From here, HubSpot reduces the effort of your sales ops and properly places leads into the correct pipelines.
Use forms and workflows to route qualified leads
Continuing with our paid media example, this workflow shows how you can qualify leads to route them to the right point of contact within your organization. For example, a paid agency may qualify their prospects using a form field inquiring about their monthly spend. From there, they have the ability to route their prospects based on that form fill and get them to the right person to nurture the deal. Here’s an example of how this type of automation works:
- Above: the workflow triggers when a prospect fills out the paid media form and specifies their monthly paid spend.
- After this action, HubSpot captures their spend data to tag them down the right pipe within this workflow.
- In this example, depending on the spending threshold, the leads can be routed to the proper representative based on this scoring data.
Conclusion:
Don’t waste precious revenue due to a leaky funnel. Instead, start looking through the eyes of RevOps on how you can implement and optimize your automation processes. By delicately balancing the addition of force and the removal of friction from your processes, you can fully enable your teams to grow efficiently. Stop missing out on the full potential of your automation, see how RevOps can help you patch your leaks!
Adam Kaminski, HubSpot Specialist
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