As per Mark Roberge’s “Sales Acceleration Formula” (Hubspot CRO)… we are wanting to use the platform to track, report on, and actively/easily use key funnel milestones in an aggregated manner. Meetings is a central one, and there are so, so many missing feature here that could be improved quite easily,
Meetings are the classic “baton pass” from the BDR/SDR to the AE, from “Lead Land” to “Deal Land”, and we want to be more easily capture and use “first meeting” data in Hubspot.
Some questions about first meetings that we want to use to drive our busines are:
- How do we filter out all the other meetings out so we can focus on first meetings with a prospective client? Right now all meetings from Outlook/GoogleCal sync’s and those generated by the scheduler with existing clients are getting added.
Then:
- How many first meetings were there? By rep? Last month? This month? etc.
- How many were inbound? How many outbound (rep-generated)? What effort is performing better?
- Where do I go to see these stats? For example, right now
“Calls” are only loading Activity Type = Calls:
And Meetings don’t even show up as a Task type filter:
- How many first meetings resulted in qualified deals?
- How many first meetings resulted in Closed > Won Deals? For how much? Etc.
Being able to pull data on meetings this way would allow us to find answers to important business questions like:
- How many inbound first meetings does marketing need to generate in a month/quarter/year for us to hit our goals?
- How many outbound first meetings do SDRs and AEs need to self-generate in a month/quarter/year?
Then, hopefully improved Meetings functionality would allow us to forecast and align effort towards targets like:
- How many first meetings do we have in the pipeline? With who? What are there sources (so we can double down on source efforts that are working, etc.)
In working with a Hubspot Customer Success agent today, I learned even if we build a custom meetings report, we would still have to go to each meeting record page just to change the type (e.g. from “Standard” to “First Meeting Inbound”). This would make a sales team rollout (compared to using a shared Excel file) basically impossible.
Imagine if Hubspot made it super easy for a any Rep to see how many meetings they have on the books, by type, and then they could easily and quickly update their data before a scheduled meeting with a manager or the team so his “First Meetings Booked” before get added to his/her monthly total! And against a goal!
There are so many missing features and barriers to run a team in this way with Hubspot, and I would like to propose this get addressed (along with Deal Cloning). Until then we will have to use Excel until more functionality for meetings are added. This will be a missed opportunity for us to get all of our RevOps dots connected.
Some quick win functionalities and features that could improve this would be:
- ability to see upcoming meetings in a calendar or list view and sort by type
- ability edit “type” from this same calendar/list view page
- ability to load “meetings” in upcoming task views
I am not an admin/engineer and have no idea how to go about do this, but today’s Hubspot CS Rep suggeted I add my thoughts here, so I hope this helps to get Meetings more fully developed.