Helping us deep-dive into the world of HubSpot enablement is our very own Steven Tomlin one of our key sales gurus at AutomateNow. In this post we explore whether implementing HubSpot is worth the investment - a big question for a lot of businesses!
We share some of Steven’s insights from episode 17 of the H2H Sales Automation Podcast on the implementation process for Customer Relationship Management systems (CRMs), its challenges, and potential benefits.
The Key to Successful HubSpot Implementation
So let’s get stuck into it - how do you implement a CRM system that actually drives results? And whilst we’re at it, how do you streamline your processes, enhance customer interactions, and boost your bottom line?
Gone are the days where businesses are constrained to relying on spreadsheets or disjointed IT estates: we're now immersed in a world of integrated solutions. With so many to choose from it can be a little overwhelming to know where to start, and which one best fits your business.
You probably don't need us to tell you that the quality of implementing and integrating your CRM directly impacts your business results. If you want to truly leverage a system like HubSpot to connect with customers in a meaningful way, you need to focus on a thoughtful, strategic implementation tailored specifically to your business needs.
In this post, that's exactly what we'll cover.
Start with Planning, Not Assumptions
Many businesses make the mistake of diving into implementation without proper planning. Steven stresses the importance of careful preparation:
"You need to put a plan together, not only of how to implement, but when to implement, how to make people's time in the most efficient way."
He explains that before you even think about starting the implementation, you need to spend time assessing your business requirements, available resources, and upcoming commitments. Only by taking a holistic view can you ensure you avoid potential pitfalls and achieve a smooth setup that’s aligned with your business goals.
Craft an Implementation Strategy That Puts the Focus on Your Team
So we’ve established that once you understand your business requirements, you need to craft an implementation strategy that considers your team's capacity and workflow. What does that mean in practice? Well – take a look at your current processes and team structure as a starter for 10.
The best implementation strategy is one that's not actually about the software at all, but your team – their challenges, workload, and goals. If you're not implementing with them in mind, why would they adopt the new system?
As Steven says:
"You need to dig into the resources you have available now, as well as what's upcoming, not only from a sales capacity, but also from a holiday perspective and things like that."
It’s worth thinking over how you want the news to land with your people and the impact it may have on them. For example, instead of saying "We're implementing HubSpot because it's the best CRM on the market" (yuck) try "We're implementing HubSpot to streamline our processes and give you more time for meaningful customer interactions."
Which one would you rather hear as an employee?
Consider the Full Implementation Journey
Now, a word to the wise – it's pretty unlikely that a single training session will directly lead to full adoption (although if you have a formula for this, please share with the class! We'd love to know your secrets).
According to Steven, a typical HubSpot implementation takes "anywhere between six to 12 weeks, depending on your availability, and the partner's availability as well."
Instead of rushing to have it all done in a one-r, guide your team through the entire implementation journey for a cohesive experience. Map out how you are going to continually engage and train your team across multiple stages, from initial setup to ongoing optimisation.
How could you break up the integration process so that your staff can make best use of each new feature as it lands? Each stage should provide value while also moving them towards full adoption – so don't stifle your creativity here.
Leverage Partners as Part of Your Process
Implementation partners. What's their place in the HubSpot implementation process?
Well, implementation partners can absolutely streamline the process but most definitely shouldn't be used as a one-stop-shop. Partnering with specialists who can provide a fresh perspective can be key to your success, as Steven advises:
"When having someone from an outside perspective come in can be so helpful. All they know is this is the goal and they bring a fresh perspective on people's input and if it's actually going to help you achieve that goal."
The key is this: a partner's place is to enhance your implementation efficiency, allowing you to focus on your business while ensuring a smooth transition to your new CRM.
Have Fun With It!
Implementing a new system can become seriously dull over time. After the initial honeymoon period (and learning-curve flurry) wears off, you've got to try new things to keep the momentum going.
Steven recommends bringing an element of human connection into the process – maintain check-ins on how people are feeling, celebrate small wins, get out of the everyday environment – you name it. How might you change up your business’s routine to get the best engagement and feedback about your new CRM?
Steven notes that "I love selling... because I meet so many diverse people. Everyone's got their own story, their own background."
So try new approaches, bring humour into the process when it's appropriate, and above all, don't be afraid to experiment. When your team genuinely enjoys the implementation process, that enthusiasm will translate into better adoption and results.
The Last Word
At the end of the day, implementing HubSpot doesn't have to be tricky. Just focus on a well-planned process that leaves your team feeling valued and empowered.
Lead with empathy and aim to solve real business needs. This human-centred approach is what will ultimately allow you to drive results over the long term, nurturing your team, and doing good business that does good.
As Steven says, "Remain human through the process."
After all, at the heart of every successful implementation are the people who make it happen.
