The problem this solves
When process lives in reps' heads, the pipeline stops meaning anything: stages are opinions, forecasts are vibes, deals sit in a negotiation column for months, and new hires take two quarters to learn what the CRM cannot teach them. Managers coach blind, because the data reflects individual habits rather than a shared process.
How we work
We reconstruct how selling actually works from the people who do it: how deals really progress, where they die, and which qualification signals genuinely predict a close in your motion. The design formalizes what already works instead of importing a framework the team will reject on contact.
The specification covers stage definitions with observable entry and exit criteria, a qualification framework fitted to your deal size and cycle, lead routing and assignment rules, follow-up and handoff SLAs, the data required at each stage, and the exit paths to nurture or disqualification so the pipeline stays honest.
Everything maps to HubSpot mechanics: pipelines, stage properties, required fields, and automation triggers, so implementation is configuration rather than interpretation.
Deliverables
- Sales process map with stage entry and exit criteria
- Qualification framework fitted to your motion
- Lead routing and assignment rules
- SLA definitions for follow-up and handoffs
- Required-data model per stage
- HubSpot mapping notes for implementation