5 Blind Spots to Cover to Improve your Sales

1. Using one calendar to book all lead meetings

Let’s imagine you have a sales team of 10 people, create a shared calendar for them using the round-robin option and display the calendar on your website, in your app, on your social media and someplace else. All is going well, but a few months in you notice a sudden drop in the number of booked meetings. You have made changes in all of these sources recently and would like to know which source is now performing worse, but it’s hard to tell because they all use the same calendar link.

Solution: create separate calendar links for your most significant sources. This will allow you to better keep track of booked and carried out meetings individually per each place.

Hubspot tip

Use the Meetings Scheduler tool to create separate calendars for each place where they will be displayed and add all of your sales reps in the Team Members tab.

2. Unanswered chat conversations

A significant volume of lead traffic can be generated through live chat on your product's website. Although it's essential to differentiate between inquiries from leads and paying customers (by using distinct chatflows), lead sales chats are frequently neglected. Monitoring these chats is vital, as failing to respond could result in missing valuable opportunities.

Solution: designate a person responsible for the chat. It can be either a sales related position, such as SDR or Revenue Operations Specialist or a Sales Manager. They can rotate daily/weekly on this responsibility. This person can either answer all of the chats themselves or assign them to teammates.

Hubspot tip

Set up Chatflows and personalize inbox settings.

3. Unassigned leads

When a marketing team generates leads for your company, their job usually ends when the leads enter your CRM. Especially if their number is quite big, some of them might be overlooked and fall out of your processes. If a lead is not assigned a contact owner, then they are not emailed and encouraged to book a sales demo, their potential of conversion drops. These are missed opportunities.

Solution: create a broad sales process that will funnel all of the new coming leads into your further workflows. Make sure all of the filters are properly set and no leads are left behind. Perform quality checks from time to time by checking your CRM contact base and looking for any leads that might have not entered the sales process correctly.

Hubspot tip

Create a master process for warming up and contacting new leads using the Workflows option. You can incorporate the round-robin option for rotating ownership within your sales team.

5. No follow-up after no-show

An unfortunate, but inevitable occurrence in sales work are no-shows; leads booking a demo and then simply not attending it without a word of notice. It can be frustrating, taking into consideration all of the time and effort put into preparation for the meeting. It might be tempting to give up on such leads, but a no-show most definitely should not be the end of contact with the prospect!

Solution: create an email template to send out 5-10 minutes into the meeting in case a lead doesn’t show up. Make it sound light, but firm, express understanding for the situation and, the most important part, include a link to book another meeting. If there’s no answer, launch a sequence of 2-3 more emails with gentle reminders to be sent within the next weeks.

Hubspot tip

Combine using the Emails tool to craft your message, Sequences tab to configure their sendout and optionally, Workflows tool to automate their trigger.

6. Forgetting to get back to your lead

You most definitely have heard this one from a prospect before! While quite disappointing for the time being, it’s still a hopeful opportunity for the future. “Of course, I’ll get back to you then!” you say and then… Forget completely. With no contact, a lead will most probably stay with their current service, or worse, choose a competitor who didn’t forget to reach out to them in time. Ouch!

Solution: set up reminders for future contacts, but solely that might not be enough! It also helps if you regularly go through your planned tasks lists for the coming weeks, so that you get prepared for what’s waiting for you!

Hubspot tip

Use Tasks tab to set up a reminder connected to your contacts. You can easily filter and sort them.

Let’s Fix Your Machine

If any of this feels too familiar- don’t worry, you can still fix it.

At RevWise Agency, we help SaaS teams clean up their HubSpot CRM, fix broken sales systems, and turn overload into clarity.

DM us or visit revwise.agency and we’ll show you how to fix it.