Streamlining the Sales Process and Cutting Lead-to-Quote Time in Half

Before

• Critical quoting documents like CAD files and inspection prints were emailed manually and stored on an internal server—limiting access for remote team members and leading to internal chaos because of a lack of a reliable process.

• Key quoting details were inconsistently captured, leading to gaps and rework.

• No visibility into how long quotes were taking, and no system to prompt follow-up or escalation.

After

• Organized the Deal Object in HubSpot to house all CAD files, inspection prints, and quote information in a single, cloud-accessible system.

• Standardized intake by requiring consistent capture of critical quote details upfront.

• Modified the Deal Pipeline to track quote aging, with automated alerts triggering at 7 days to keep quotes moving and prevent stalls.

• Lead-to-quote time reduced from 14 days to 7 days, improving speed, internal collaboration, and customer experience.

Reflection

Building a faster quoting process requires internal clarity to make it repeatable and operationalized. When information is easy to find, expectations are visible, and accountability is automated, great work happens faster.