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Case Study

From Spreadsheets to Sales Visibility

How a Canadian industrial plastics manufacturer transformed chaotic Excel tracking into a unified HubSpot system with real-time pipeline visibility.

20%

Pipeline Coverage Boost

Days → Minutes

Forecast Preparation

100%

Opportunity Tracking

Real-Time

Leadership Dashboards

Case Study

From Spreadsheets to Sales Visibility

How a Canadian industrial plastics manufacturer transformed chaotic Excel tracking into a unified HubSpot system with real-time pipeline visibility.

20%

Pipeline Coverage Boost

Days → Minutes

Forecast Preparation

100%

Opportunity Tracking

Real-Time

Leadership Dashboards

The Challenge

The Problem

A Canadian industrial plastics manufacturer managed its pipeline in a patchwork of spreadsheets. Each regional sales rep tracked deals differently, which meant leadership had no single source of truth. Preparing a monthly forecast required chasing down files, merging data, and still yielded unreliable results.

The Chaos

Deals were slipping through the cracks — some opportunities were never followed up because reps forgot, and marketing couldn’t tie campaigns to revenue. The VP of Sales described the process as “guesswork with Excel.”

1

Inconsistent Tracking

Each rep used different spreadsheets

2

No Single Truth

Leadership couldn’t see full pipeline

3

Manual Forecasts

Days spent chasing and merging files

4

Lost Opportunities

Deals forgotten with no follow-up

The HubSpot Revenue Enablement Solution

The Approach

Through the HubSpot Revenue Enablement System, the sales process was moved into a structured HubSpot pipeline. Deal stages were standardized, required fields were enforced, and ownership was clearly assigned.

Implementation

  • Duplicates were cleaned, and leads from marketing channels were routed directly into HubSpot
  • SLA-driven task queues implemented to ensure consistent follow-up on every opportunity
  • Leadership dashboards created to show total pipeline, win rates, and quote velocity in real time
  • Sales team trained on daily HubSpot use with comprehensive documentation
  • Standard Operating Procedures replaced ad hoc spreadsheet updates
  • Marketing attribution connected to revenue for campaign performance tracking
The system transformed chaotic Excel files into a single, reliable source of truth that everyone could trust. Every deal now follows a consistent process with automatic reminders and clear accountability.

The Outcome

Complete Transformation

Forecast preparation that once took days of manual merging now takes minutes with live dashboards. Reps no longer manage spreadsheets — they work entirely from HubSpot, which ensures every opportunity is tracked.

20% improvement

In pipeline coverage

Faster follow-up

On new leads

Trusted numbers

Leadership confidence

Less stress

Accurate revenue planning
The company saw a 20% improvement in pipeline coverage and significantly faster follow-up on new leads. Most importantly, leadership now trusts the numbers, making revenue planning more accurate and less stressful.

Ready to Transform Your Sales Process?

Stop losing deals in spreadsheets. See how the HubSpot Revenue Enablement System can give you complete pipeline visibility and make your forecasts reliable.
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