Meet Marcus, a dedicated mid-tier performing sales rep in the automotive industry with a drive to succeed. Like many sales reps, Marcus juggled a complex pipeline, a growing list of leads, and a CRM filled with stalled deals. Despite his hard work, his sales results were stuck in neutral. Frustration was mounting as he struggled to pinpoint the root of the problem.
When I spoke with him, it became clear that his challenges weren’t unique. Many sales reps face the same obstacles when balancing CRM management with the demands of closing deals.
After spending a few hours with him, I helped him identify some gaps and five key pain points that could unlock $47 million in potential deals. This will allow him to work his pipeline more effectively for the rest of the year.
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Strategy Used: Pipeline Management
Pipeline Value: USD$6.9M
Tools Used: HubSpot
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The Pain:
Marcus had a long list of leads in his CRM, but a closer look revealed that many were uncontacted. These dormant opportunities were slipping through the cracks, leaving potential sales on the table.
Why This Happened:
The Strategy:
We segmented his leads into two groups: contacted and uncontacted. For the uncontacted leads, we created a follow-up routine of phone calls, emails and began immediately. We also used HubSpot’s task automation, plus tasks reminders to ensure no lead was ignored moving forward.
HubSpot Tool Used:
The Result:
Marcus started reaching out to a few dormant/forgotten leads and he was able to, convert several into active conversations.
The Pain:
Marcus’s deal pipeline was clogged with approximately 141 deals stuck at the quotation stage, totalling an overwhelming $47M. These deals weren’t moving, creating a bottleneck and skewing his forecast.
Why This Happened:
The Strategy:
We segmented his deals based on the Last Activity Date and Close Date, flagging those that were overdue, inactive or at risk. This approach allowed Marcus to focus his efforts on deals that were still viable while creating a process to address older, stagnant opportunities.
HubSpot Tool Used:
The Result:
By requalifying stalled deals Marcus identified three buyers still interested and ready to move forward.
The Pain:
One glaring example stood out: A deal entered in September was forecasted to close that same month. But when we called the client, they revealed they wouldn’t be ready to buy for another 4–9 months because they needed to sell their current vehicle first.
Why This Happened:
The Strategy:
We trained Marcus to ask better qualifying questions and to document critical dependencies, like selling a current vehicle or securing financing. HubSpot was updated with realistic timelines, creating a more accurate forecast.
HubSpot Tool Used:
The Result:
With better qualification practices, Marcus could now focus his energy on high-priority opportunities that are deeper in the funnel and work backwards.
The Pain:
Although HubSpot assisted Marcus in organizing his pipeline, he was depending on it to handle all the essential tasks. Critical activities, such as asking the right questions, maintaining consistent follow-ups, and recording detailed notes, were being neglected.
Why This Happened:
The Strategy:
We focused on reinforcing sales fundamentals. Marcus began emphasising active listening, asking qualifying questions, and documenting insights in the CRM. The goal is for HubSpot to support his efforts rather than replace him.
HubSpot Tool Used:
The Result:
Marcus regained control of his pipeline, using CRM insights to guide his actions rather than dictate them.
The Pain:
Marcus’s follow-ups were reactive, addressing issues only when flagged by the CRM or when he had time. This caused delays and missed opportunities to accelerate deals.
Why This Happened:
The Strategy:
We introduced a proactive cadence: Day 1, Week 1, and Month 1 follow-ups for new leads. Plus, HubSpot workflows automated reminders, ensuring timely engagement at every stage of the pipeline.
HubSpot Tool Used:
The Result:
Marcus will begin seeing a noticeable increase in sales velocity, with deals progressing faster and fewer leads slipping through the cracks.
Here’s how you can apply Marcus’s lessons to your own sales process:
While these strategies have already started yielding improvements, the sales process is an ongoing ever evolving thing and often times sales reps don't necessarily follow things all the way though. For Marcus, this ongoing exercise includes regular coaching, pipeline reviews, and adapting as new challenges arise.
By integrating CRM technology with tailored sales strategies, we’re helping and empowering Marcus to move forward with confidence and a clear action plan.
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Improving pipeline management and leveraging tools like HubSpot isn’t a one-and-done exercise. It requires consistent effort, a willingness to adapt, and a commitment to developing the right habits. For sales reps like Marcus, these changes take time, but the results are well worth it.
Here’s what Marcus (or Marcus, in your scenario) could achieve in just three months with the right focus:
The automotive industry presents a unique advantage for sales reps: there’s consistent demand. Customers come ready to buy, but managing that demand effectively is the key to standing out. Without proper lead and pipeline management, opportunities can slip through the cracks—whether to another sales rep in the same company or to competitors.
This makes focusing on pipeline hygiene and lead responsiveness critical. By staying on top of leads, managing deals effectively, and using tools like HubSpot to streamline processes, sales reps can not only meet but exceed their targets.
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With these habits in place, Marcus is on track to significantly improve his performance. Better data accuracy, faster deal progression, and enhanced customer satisfaction are just the beginning. For sales leaders, this translates to more predictable results, higher team efficiency, and a more productive sales force.
If your team struggles with similar challenges, remember that the right approach to pipeline management can drive transformative results. Start by identifying your gaps, implementing a structured plan, and leveraging the power of tools like HubSpot to stay ontop of your revenue attainment.
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