Lucky cart builds HubSpot dashboards with Make the Grade

Optimized sales activity with Hub Sales Enterprise

Lucky cart sales teams can now track their actions using an all-in-one CRM tool. Centralized information organized in the form of dashboards enables clear analysis of sales performance and serene steering of growth.

Lucky cart's industry context

Lucky cart supports retailers and brands in analyzing data and understanding buying behavior. Creating personalized marketing campaigns for the Drive services of retail chains is their greatest expertise.

Their action plan is summarized in 3 key steps:

• Defining objectives with brands
.
• Run A/B tests to compare performance
• Technical integration of campaigns and analytical review

Founded in 2011 and based in Paris, the company wanted a new tool to replace its in-house ERP. The objective was to track the commercial and CSM part, but also to link this new solution to their current tool. We identified a need for sales dashboards to track the performance of Lucky cart sales teams.

To meet this need, the adoption of CRM HubSpot was necessary.

Lucky cart's 3 big challenges

• Creating dashboards for sales and CRM teams
• Adopting an ABM approach to target key accounts
• Better management of the invoicing side

1. Creating dashboards for sales and CRM teams

What is a sales dashboard in HubSpot? It's a tool that synthesizes and organizes sales activity data for analysis purposes. It enables you to monitor the activity of sales teams and their objectives, but also to anticipate and make forecasts to better manage your growth.

Clara, CRM consultant at Make the Grade created sales-dashboards for Lucky cart. The aim was to centralize and coordinate data in a single analysis tool. To achieve this, an initial workshop was held with the sales and CSM teams to gather all their needs and wishes in terms of analysis. Once this workshop had been finalized, Clara was able to start work on creating a first version of the dashboards. This was presented to the team in order to gather their feedback and be able to optimize based on it.

Thus, the implementation of CRM HubSpot has enabled the teams to gain in autonomy. Sales people can track their performance and measure their results without asking an analyst for help, thus doing away with the various Excel files previously used. Lucky cart builds its dashboards thanks to a clear sales tunnel customized to the company's needs.

The main benefit is time savings for the sales division. Teams can focus on their actions and ongoing strategy, rather than making complex, manual calculations to analyze their performance.

Another benefit for the sales team is that it can focus on its core business.

Another benefit for managers: the ability to monitor their team's actions and coach them to achieve their objectives. Several functionalities such as analytics and reporting are convenient to activate to analyze data globally. With transaction forecasts, steering growth becomes child's play.

2. Adopt an ABM approach to target key accounts

What is an Account Based Marketing tool? The Account Based Marketing or ABM is an approach that aims to track down and target key accounts that are strategic for one's business. Marketing and sales teams then collaborate to target their actions where the real opportunities lie.

The Make the Grade and Lucky cart teams have worked on dashboards dedicated to this approach. This way, Lucky cart can have a detailed follow-up of its biggest customers. The aim is to intelligently target key companies for its business. An ideal posture to control and anticipate its business renewals and possible additional sales.

3. Better management of invoicing

The Lucky cart teams wanted to streamline their invoicing process. To achieve this, a number of actions were taken:

• Integration and synchronization of their Paycove tool with HubSpot.
• Creation of a sales tunnel to distinguish the different stages
.
• Development of a dashboard to track everything

Actions carried out to meet Lucky cart's needs

Importing data to HubSpot CRM

Data import was carried out for the transaction object and the custom object. A CRM setup was carried out beforehand to carry out the import efficiently.

This included:

• The creation of custom properties, including some calculated properties, in order to record the right information.
• Cleaning up import files so that the values present in them match HubSpot properties.
• Setting up the sales tunnel.
• The creation of certain properties, some of which are calculated.

Creating a custom object

Creating a custom object involves creating an object different from those predefined in HubSpot: contacts, transactions, products, tickets and companies. Lucky cart wanted to create a custom object for campaign creation. The Make the Grade teams therefore developed the object and its customized properties. Following these actions, they carried out the data import of the campaigns as well as the associated transactions.

Synchronization between HubSpot CRM and ERP

A second point to meet Lucky cart's needs, was the synchronization of the CRM to their internal ERP. Thus, we created a bidirectional synchronization of data between the HubSpot CRM and Lucky cart's ERP. Data entered in one tool is automatically updated in the other, and vice versa. Practical for coordinating all actions without having to transfer data from one tool to the other. In this way, all teams can collaborate through these two tools and facilitate information feedback.

Explanation of benefits and results observed

All these actions have enabled Lucky cart teams to centralize information and update their data on HubSpot and their ERP tool in sync.

As a result, monitoring of actions, strategy and sales performance is considerably improved. Lucky cart has developed sales dashboards to better pilot its growth. With over 900 imported objects and 140 custom properties created, Lucky cart ensures serene growth with the right tools to generate new opportunities. Discover now how install HubSpot CRM to boost your revenues.