No standardised lead filtration process allowed unqualified leads to be part of the sales pipeline. Unqualified leads in the pipeline reduced productive sales efforts resulting in loss of revenue, inaccurate reporting and missed quarterly sales quotas.

Customer success processes were being managed offline. This forced a disconnect between Sales and Customer Success during client handoff, resulting in loss of client information and missed upselling opportunities.

Due to a large client base, the manual process made it difficult for reps to stay in touch with clients in a timely manner. This led to late re-subscription reminders and, in some cases, unhappy customers.

Turnkey had a complicated and unstandardised sales process which was partially managed offline. Sales reps across regions developed their own processes based on their personal preference, creating internal silos within the department. This led to inaccurate data in HubSpot and made it difficult for managers to have real-time visibility along the sales pipeline.

Additionally, client information necessary for lead nurturing was not passed between sales reps, resulting in inadequate lead nurturing

Sales representatives had to create and send quotes to their potential clients manually via email. The sales process did not follow a standardised quote template, which meant that every time a representative sent a new quote, they had to spend a significant amount of time creating it. Consequently, this resulted in additional manual administrative work for the sales team.