A mid-sized manufacturing company was dealing with an unorganized sales process. Field reps struggled to follow up with leads, reporting was inconsistent, and leadership had limited visibility into pipeline performance.
To solve these issues, Origin 63 worked closely with both sales leaders and field reps. We used HubSpot Sales Hub to streamline their workflows, automate tasks, and build clear, reliable dashboards that made the entire process easier to manage.
The client’s field sales team operated without a centralized system. Reps relied on scattered tools and manual processes that made follow-ups inconsistent and reporting unreliable.
Without mobile CRM access, field reps couldn’t easily update lead information during site visits. Lead follow-up depended on memory or scattered notes, which led to delays and missed opportunities.
At the leadership level, reporting was a constant pain point. Sales leaders struggled to get a clear view of the pipeline, rep activity, or forecast accuracy. The data was incomplete or outdated, which made it hard to make confident decisions.
The challenge wasn’t just internal misalignment. These gaps created a slower sales cycle, lost leads, and an inconsistent buyer experience.
The client needed a better approach to:
Without solving these issues, the sales team risked missing out on revenue, losing visibility into their pipeline, and continuing to work inefficiently. They needed a system built for the way they worked, especially in the field.
Origin 63 delivered a custom HubSpot Sales Hub solution that helped the client streamline field rep workflows, automate lead management, and gain full visibility into their pipeline.
This setup gave the sales team a repeatable system for follow-ups and helped leadership make decisions based on real-time data.
We began by understanding how the sales team worked. This included discovery sessions with sales leaders, interviews with field reps, and in-person ride-alongs. These activities helped us spot what was slowing them down.
To organize everything, we mapped out their current sales process using Miro. From there, we worked with the client to define clear SMART goals. These included shortening sales cycles, improving lead response time, and increasing forecast accuracy.
This step was important because it gave the entire project a clear purpose. Every solution we introduced had to help meet one of those goals.
Once the goals were in place, we customized HubSpot Sales Hub to support the client’s field-based sales model.
We configured mobile CRM access so reps could view and update records during on-site visits. We also added territory-based pipelines, so each rep saw only the deals that mattered to them.
Task queues made it easier to stay on top of follow-ups, and lead routing workflows automatically sent new leads to the right rep. We also created quote templates that matched the client’s product and pricing structure, helping reps move faster when closing deals.
To make the new system stick, we designed a “Field Sales Blueprint” inside HubSpot. This was a step-by-step guide for how reps should move leads through the sales process. It covered when to reach out, what actions to take, and how to log progress.
We paired this with smart automation. For example, if a lead did not reply after a certain number of days, the system triggered a follow-up reminder. This helped reps stay consistent without having to remember every task themselves.
Instead of relying on outside support forever, we trained the client’s sales leaders to become HubSpot experts. This “Train-the-Trainer” model gave them the skills to coach their teams, fix issues, and keep adoption strong.
We provided detailed documentation and ran hands-on sessions, so leaders felt confident managing the system on their own. This made the rollout smoother and helped build internal trust.
One of the client’s biggest pain points was reporting. Before HubSpot, leadership had no easy way to track performance or see how deals were moving through the pipeline.
We built custom dashboards that combined data from all sales activities into clear visual reports. These dashboards showed how each rep was performing, which deals were stuck, and how close the team was to hitting targets.
Reps also got personal dashboards with only the data they needed. This kept them focused and helped them manage their work more easily.
Before going live, we piloted the new setup with a small group of field reps. They used the system in their day-to-day work and gave honest feedback about what helped and what needed to change.
We ran several rounds of updates based on their input. This made sure that everything in the system was not just technically correct but also practical for daily use.
When the full team launched, they had a system that worked the way they worked, without added complexity.
The new HubSpot Sales Hub setup transformed how the client’s sales team worked. Tasks that used to take hours now happened in minutes, and sales leaders had clear insights to guide decisions. Field reps could focus on building relationships, while the system handled the rest.
Before the project, reps spent too much time logging notes, updating records, and figuring out who to follow up with next. These tasks took attention away from selling and often led to errors or missed steps.
With HubSpot, those tasks became automatic. Reps received task reminders for each stage of the sales process, and lead information was available at their fingertips, no matter where they were.
Mobile CRM access meant they could update records right after site visits, while it was still fresh. This shift freed up time and gave reps more energy to focus on high-value work like customer conversations and closing deals.
One of the biggest improvements came from speeding up lead follow-up. In the old system, leads sometimes sat untouched because there was no clear way to track ownership or next steps.
The new setup fixed that. As soon as a lead entered the system, HubSpot routed it to the right rep based on territory and triggered a task to follow up.
This helped the team act quickly and consistently. Leads were contacted sooner, and prospects moved through the pipeline without getting stuck. Over time, this consistency helped shorten the overall sales cycle and improve close rates.
Before HubSpot, the client had to piece together reports from different tools and spreadsheets. The data was often outdated, and sales leaders didn’t have a reliable way to track what was really happening in the pipeline.
Now, they can open a dashboard and see everything in one place, from individual rep activity to overall deal progress. These reports update in real time, so leadership can quickly spot trends, identify gaps, and adjust strategy when needed.
This visibility made forecasting much more accurate and gave the leadership team more confidence in their decisions.
With a clear sales process and better tools, the sales team was able to give customers a smoother, more professional experience.
Every rep followed the same process for logging interactions, sending quotes, and following up. This made communication more consistent and helped avoid missed steps.
Quote templates also made it easier to respond quickly with accurate pricing, which built trust and kept deals moving. Customers received the kind of timely, reliable service that keeps them coming back—and that opened the door to upselling and cross-selling opportunities.
The success of this Sales Hub setup gave the client a clear, adaptable process they could apply to other parts of their business.
Now that their sales team had a reliable way to manage leads, follow-ups, and reporting, they began exploring how similar workflows could support other teams.
From task automation to custom dashboards, the structure we built with them wasn’t just a one-time fix. It became a foundation they could build on. They now had the tools and confidence to create new processes inside HubSpot, without starting from scratch each time.
This case shows how a well-built system can do more than fix a single issue. It can improve day-to-day work across the business, giving teams more clarity, consistency, and time to focus on what matters.
Origin 63 builds custom solutions in HubSpot that remove friction and help teams work smarter. If you’re ready to cut down manual work and give your team better tools, contact us to get started.