Account Management Target Tracking

[ChrisRoeVP]

Hi there. I am the Head of Account Management for a Tech Company in Australia.

Account Managers are targeted on Net Revenue Growth in their portfolios. Eg…what they sell (Uplift) - what they lose (Churn/Contraction).

We currently track the uplift in Hubspot as your typical sales pipeline and this is working fine. What we don’t track is churn/contraction, this is done in excel/manually. This is typically based on a renewal deal. For example, if the client was paying $10k p.a. and they remove a module and now pay $8k which would be a contraction of $2k (-$2k from their target)

- Does anyone have experience in how to track changes in renewal values (could be positive or negative) in Hubspot?

- Is it possible to combine values from different pipelines to track individual targets? eg Uplift Pipeline value (Sales) + Changes in Renewal

value (could be positive or negative).

Thanks!

Chris

[Syeda_Fatima]

Hey @ChrisRoeVP, Yes, it is possible to track changes in renewal values in Hubspot.

To do this, you would need to create a custom field in your CRM to capture the renewal value. You can then set up a workflow to update the field when renewal values change. You can also create a report to track changes in renewal values over time.

You can also combine values from different pipelines to track individual targets. You can create a custom report in Hubspot that combines values from different pipelines to show total uplift and total contraction for each account manager.

You can also set up an automation to email each account manager with their total uplift and total contraction each month.

Hope this helps!