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The Opportunity
BeneRe was looking for a way to streamline the day-to-day for its sales team to make processes more efficient. The company needed its reps to be able to focus on finding and closing more business as it grows rapidly and not let leads fall through the cracks. Reps tracked leads and opportunities in Salesforce, but lacked data structure, automations, and faced limitations within the software when in evaluating their entire pipeline. All of this made things hard to find and segment appropriately for sales and marketing efforts and keep track of leads.
Their goals were:
- Onboard the sales team into HubSpot and increase adoption of the platform
- Standardize SOPs for sales reps in qualifying prospects and moving opportunities through the sales pipeline
- Standardize data collection and operations so data was clean, relevant, and actionable
- Develop in-depth reporting to give reps and managers more visibility into the pipeline and the sales team's productivity
The Solution
The Second Mile team worked with BeneRe to implement a Salesforce to HubSpot migration and a Sales Pro and CRM setup.
Our team first conducted a period of discovery to understand where there were inefficiencies and gaps in BeneRe's existing sales processes, tech stack, and data. We then implemented a custom portal strategy to implement BeneRe's Sales Hub and CRM, including a data migration from Salesforce to HubSpot.
The Second Mile team created extensive documentation for best practices and processes for the BeneRe sales team's reference and future growth. We also conducted both group and 1:1 CRM and sales training sessions to better equip and support the sales reps when completing their daily SOPs in the platform.
The Results
In the first 60 days of switching to HubSpot.
HubSpot Deals
Adoption Rate
100% adoption rate among reps
Cost Per User
6.67% cost per user decrease
Lead Results
237 meetings & 970 emails
