The challenge: manual processes and a stalled onboarding
When a transportation company approached us, their sales process looked more like a patchwork quilt than a growth engine. Deals were tracked on spreadsheets and calendars, sales and marketing ran on separate tracks, and the lack of visibility made accountability almost impossible.
The team knew they needed a system that could centralize their data and make sense of their customer journey. But the road to change wasn’t straightforward.
Three hurdles stood in their way:
- Disconnected sales tracking: Without a unified pipeline, leadership couldn’t track deal velocity or see where opportunities were stalling.
- Data migration pain: Their contact database was large and messy. Importing spreadsheets into a CRM and correctly associating contacts with companies felt overwhelming.
- Cultural resistance: The sales team was hesitant to change, slowing down onboarding. Leadership wanted a more hands-on approach and a clear roadmap to success.
The solution: a hands-on, guided HubSpot onboarding
- Strategic CRM and pipeline setup: A customized deal pipeline was built to reflect their actual sales process. Test deals helped the team see how opportunities would flow in HubSpot.
- Data governance and automation: Workflows ensured contacts were properly tied to companies. Automations like deal-closed alerts and lost-deal reason capture gave leadership better reporting without extra manual work.
- Training for independence: Hands-on sessions empowered the team to use sequences, templates, and snippets for prospecting. Training on reporting dashboards built confidence in measuring deal velocity and close ratios.
The results: a functional system and a confident team
- Functional CRM: Sales reps now worked from a unified pipeline instead of scattered spreadsheets.
- Cleaner data: With a governance plan in place, imports became manageable and reports reliable.
- Empowered team: Sales reps gained the skills to manage their own outreach and reporting, while leadership had clear visibility into performance.
Why it worked
This case shows the power of hands-on, project-based onboarding. By tackling the hardest problems directly—like data migration and cultural resistance—the consultant helped the client not just implement HubSpot, but embrace it as a foundation for scalable, data-driven growth.
Key takeaways
Metric |
Impact |
Source |
Confidence |
Sales pipeline |
Custom-built and live in HubSpot |
Case Study |
4 — consistent across files |
Data migration |
Successfully imported with governance plan |
Case Study |
4 — clear detail provided |
Team adoption |
Sales team trained on sequences, templates, dashboards |
Case Study |
4 — detailed examples provided |
Final thought
For growing companies, moving off spreadsheets is more than a technology upgrade—it’s a mindset shift. With the right mix of strategy, training, and accountability, even a small sales team can unlock efficiency and scalability.
At media junction®, we believe in guiding clients through that shift with expertise, empathy, and a plan that works.