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Through a customized HubSpot Sales Hub implementation, Digifianz partnered with Tovesa to design and deploy a structured sales process that automated follow-ups, improved visibility into team performance, and created a cleaner, more organized CRM system.

About Tovesa:

TOVESA is a comprehensive logistics corporation with international services that provides its clients with an appropriate extension of their business by integrating all foreign trade services into a single company, generating tangible and measurable benefits for the continuous improvement of their supply chain.

Project and Goal:

The project aimed to design and implement a standardized sales process inside HubSpot to empower Tovesa's sales team with the right tools and insights. 

The key objectives were:

• Leverage the Sequences tool to automate outreach and follow-ups.
  
  

• Optimize sales activity tracking to give leadership greater visibility into rep performance.
  
  

• Implement the Sales Calling tool to centralize call activities and outcomes.
  
  

• Build and structure Lead and Sales Pipelines for a cleaner, more organized CRM.

Main Challenges:

Before implementing HubSpot, Tovesa faced several challenges that impacted productivity and deal flow:

• Time-Consuming Follow-Ups – Sales reps were spending too much time manually following up with leads, which slowed down the sales cycle.

• Limited Visibility for Leadership – Sales leadership lacked insight into rep activities, making it difficult to measure performance and forecast accurately.

• Untracked Call Conversations – There was no centralized way to track sales call conversations and outcomes.

• No Standardized Sales Process – Without a structured way to manage leads and deals, reps often followed inconsistent processes, leading to missed opportunities.

Results and Outcome:

The HubSpot implementation successfully addressed these challenges by:

• Streamlining Outreach – Automated follow-ups and touchpoints through Sequences, allowing reps to focus more on closing deals.

• Providing Clear Insight into Sales Activities – Leadership now has a real-time view of rep performance and pipeline health.
  
  

• Centralizing Sales Calls – All sales calls and outcomes are now tracked in one place for better reporting and coaching.
  
  

• Standardizing the Sales Process – A fully structured pipeline now guides reps through every stage, ensuring consistency and efficiency.
  
  

Guidance and Continuity:

To maintain and continuously improve the new system, we recommended the following:

• Assign a sales manager to review and optimize sequences monthly.

• Review sequence performance metrics weekly and adjust messaging as needed.
  
  

• Encourage reps to use the task tool daily to manage to-dos and follow-ups.
  
  

• Activate call recording for quality assurance and coaching.
  
  

• Use automation to assign owners, create tasks, and move deals forward based on activity.

Conclusion:

With this HubSpot setup, Tovesa's team now has the tools to follow up faster, stay organized, and keep all sales activity in one place. The standardized process makes it easier to manage leads, close deals, and scale effectively as the business grows.

If you're looking to build a standardized, scalable sales process in HubSpot, we’d love to help you implement a tailored solution for your business!