Hubspot CRM – Customise your pipelines


2 minute read // E-commerce

Let’s talk about Hubspot. This handy CRM platform is giving us more and more reasons to just love working with it. Today we’ll look further into a Hubspot Sales feature – customising your sales pipelines.

With Hubspot Sales you’re now able to set up several pipelines and customise them. The Beta version even allows you to set up rules and restrictions for certain pipelines. Let’s have a look why that’s a handy tool which will be appreciated by all of us!

Why multiple Sales pipelines?

The sales cycle can vary significantly depending on the product or service offered. For instance the software industry: selling a B2B enterprise solution is a vastly different ballgame compared to a B2C software product. Each requires distinct sales stages, strategies, and customer engagement approaches. By creating separate pipelines for B2B Enterprise Solutions, B2C Software Products, Custom Software Development Services, and Subscription-Based SaaS Products, companies like TechSolutions Inc. can ensure a more targeted and effective sales process.

How to create a new pipeline:

  • navigate to your HubSpot account
  • click on the settings icon
  • click on ‘Deal pipelines’
  • click on ‘Add another pipeline’
  • give your pipeline a descriptive name that reflects the segment it’s designed for

Customise deal stages

For each pipeline, add stages that reflect your sales process. For B2B sales, stages might include ‘Needs Assessment’, ‘Proposal’, ‘Negotiation’, etc., while a B2C pipeline might have ‘Lead Generation’, ‘Free Trial’, and ‘Purchase’. Remember, each stage should represent a clear step in your sales process. On top of that you can now set probability percentages to each stage to prioritise deals effectively. You can also customise which deal properties are presented to users when manually moving a deal to a specific stage. Users must have Edit property settings permissions to customise deal stage properties.

Pipeline rules within the team

HubSpot Professional and Enterprise allows you to set rules for deal pipelines that govern who can create, view, edit, or delete deals within each pipeline. This feature is particularly useful for managing team permissions and ensuring that only authorised people can make changes to critical sales data.

Restricting users from skipping stages, moving deals backward or editing a deal’s stage will occur like this on the restricted persons screen

  • Role-based permissions: You can assign permissions based on user roles. For instance, sales reps might be allowed to view and edit deals but not delete them, while managers might have full control over the pipeline.
  • Pipeline-specific permissions: Different pipelines can have different permissions. This is useful if, for example, you want tighter control over a high-value B2B pipeline compared to a more straightforward B2C pipeline.
  • Approval processes: You can set up rules where certain actions, like moving a deal to a closed-won stage, require approval from a manager. This ensures that deals are not prematurely marked as won without proper validation.
  • Audit trails: With restricted access, HubSpot can also keep a clearer audit trail of who made changes to a deal and when, which is crucial for accountability and tracking the history of a deal.
  • Customisation options: HubSpot’s customisation options allow you to tailor these permissions to fit the unique structure and needs of your organisation, ensuring that the right people have the right level of access.

If you want to know more about the precise processes check Hubspots Knowledge Base out! There you can find the detailled settings and steps for getting your Sales Hub fully onto speed!

To sum up

Different pipelines allow for sales strategies to be tailored specifically to diverse customer segments or product lines, increasing the effectiveness of these strategies. Sales teams can concentrate their efforts more effectively when they have clear, segment-specific pipelines. This leads to better management of resources and time, increasing overall efficiency. And access restrictions within these pipelines serve a critical function. They help maintain the integrity and accuracy of sales data, which is fundamental for making informed decisions and strategising effectively.

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