Manufacturing Industry
Sales is tough. Managing a sales team without the right tools or processes? Even tougher. That was the situation one of our manufacturing clients found themselves in—trying to train new hires, track lead sources, and report meaningful metrics to leadership, all without a solid system in place.
Like many small-to-midsize manufacturers, they were already using a powerful CRM (HubSpot), but they hadn’t nailed down how their sales team should actually use it day to day. Without clear procedures or workflows, adoption was spotty, reporting was inconsistent, and they didn’t have visibility into where their deals were really coming from.
What Needed to Be Fixed
This client came to us knowing things could be better—they just weren’t sure how to get there. Here’s what we identified as their biggest challenges:
CRM data entry wasn’t documented for the sales team
While the team was using HubSpot, there weren’t any clear, written guidelines on how to log key information. This made training new hires harder than it needed to be and led to inconsistencies in the data across the board.It was hard to trace where deals originated
Leadership wanted to understand ROI, what marketing efforts were working, which sources were driving sales, but the lead source data just wasn’t being captured reliably in HubSpot. That made reporting vague and decision-making harder than it should be.
How ABCO Advisors Helped
We rolled up our sleeves and partnered closely with the sales leadership team to get things cleaned up, streamlined, and built to scale.
Here’s what we worked on together:
Created clear, branded training documentation for sales data entry
We worked hand-in-hand with the sales manager to define exactly what information needed to be entered into HubSpot—and how. Then, we turned that into a clean, easy-to-follow training document, complete with company branding. Now, new hires have a go-to guide, and the whole team is on the same page about expectations.Built custom fields and workflows to track lead sources
To help tie deals back to their origin, we set up custom fields within HubSpot to capture lead source data for every contact. Then we built workflows to automatically pass that information to the related deal. The result? Leadership now has a clearer view of where leads come from and how they’re turning into sales, making ROI reporting a whole lot easier.
The Result: Simpler Training & Smarter Insights
By the end of the project, this manufacturer had a streamlined process for onboarding salespeople, cleaner data in their CRM, and the tools they needed to understand what was driving business. Sales felt supported. Leadership had visibility. And the whole system worked better for everyone.
At ABCO Advisors, we know that no two businesses are the same but most just need a little help getting organized and making the tools they already have work smarter. If your sales team is doing their best with messy systems or unclear processes, we’re here to help get things on track.