Low Touch: Sales Process

This document outlines the low touch deal process in HubSpot, designed to provide clarity for our CFO and collaboration with the Head of Sales on the existing process. It details how sales representatives (reps) manage deals, the key requirements at each stage, and the rules governing progression within the pipeline.

1. Creating a Deal: Proposal Sent Stage

The first stage of the low touch pipeline is Proposal Sent. Reps must complete the following steps before creating a deal in this stage:

SPI in SPICED: The SPI elements (Situation, Pain, Impact) of the SPICED methodology must be filled in. These elements capture the key customer context and challenges and generate a deal health score. Deal Amount: The financial value of the deal must be entered, reflecting the expected value of the proposal sent to the customer.

Once these steps are completed, the deal can be created in the Proposal Sent stage, which carries a 30% deal probability.

2. Negotiation Stage

The Negotiation stage typically reflects a back-and-forth discussion around the terms of the proposal. However, in our current process, this stage is often passed through as many deals do not go through a formal negotiation.

Skipping Negotiation: Reps may skip this stage by passing through it very quickly if no negotiation takes place.

The deal probability for Negotiation, when used, is set to 60%.

3. Agreement Sent Stage

Once a deal has moved beyond the Negotiation stage, it enters the Agreement Sent stage. Additional actions must be taken at this point:

Complete CED in SPICED: The remaining CED elements (Critical Event and Decision Process, Decision Criteria & Paper Process) of the SPICED framework must be completed. This ensures the full SPICED score is captured and that the customer’s decision-making process and key timelines are understood.

At this stage, the deal probability increases to 70%.

4. Agreement Signed Stage

When the sales representative is notified that the Customer Agreement (CA) has been signed, the deal moves into the Agreement Signed stage. This indicates the customer has formally agreed to proceed with the hiring.

Customer Onboarding Pipeline: At this point, a new deal is created in the Customer Onboarding Pipeline for HR & Sales to manage the onboarding process and ensure smooth delivery of the first hired employee (new logo).

The deal probability for Agreement Signed is 80%.

5. Employee Signed (Closed Won) Stage

The final stage of the low touch pipeline is Employee Signed, which represents a Closed Won deal. This occurs when the first Employee Agreement (EA) is fully signed by all necessary parties. Once the HR team confirms that the first EA has been signed, the deal can be moved to this stage by a Sales Manager or HR team member.

Deal Amount Requirement: At this stage, the Sales Manager or HR team member must confirm and enter a final deal amount if it was not already provided or needs updating. This amount is mandatory before the deal can be moved to Employee Signed.

Once in the Employee Signed stage, the deal is considered closed and successful. The deal probability is set to Won (Closed Won).

6. Closed Lost Stage

Deals can be moved to Closed Lost at any stage if the opportunity is no longer viable. A lost deal indicates that the prospect did not proceed with the opportunity, and no further actions are required on that deal in the near future.

7. Pipeline Rules for Low Touch Pipeline

To maintain structure and consistency in the deal process, the following rules govern deal progression:

Deal Creation: Deals can only be created in the Proposal Sent stage. This ensures that all deals enter the pipeline with the necessary information. Stage Progression: Deals cannot skip stages, except when being moved to Closed Lost. This ensures that every stage of the process is followed properly and enables funnel reporting. Backward Movement: Deals cannot move backwards in the pipeline without the approval of a Sales Manager. This prevents reps from regressing deals without valid justification. Editing Permissions: Deals can only be edited by Sales Managers or the HR team when the deal is marked as Won or Lost. This ensures that sensitive information remains accurate and properly tracked.

*This currently doesn’t apply to Tony as he is a Super Admin.

8. Deal Probabilities

The probability of deal closure is defined at each stage of the pipeline as follows:

Proposal Sent: 30% Negotiation: 60% Agreement Sent: 70% Agreement Signed: 80% Employee Signed (Closed Won): Won Closed Lost: Lost

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