Fourteen Sales Spreadsheets Replaced by a Single Source of Truth in HubSpot for an Electronics Manufacturer

Challenge

Fourteen regional spreadsheets, fourteen column layouts, and a monthly forecast that took a week to assemble. HubSpot had been bought for marketing; sales had never adopted it because it did not do what their spreadsheets did.

Approach

• Reviewed all fourteen spreadsheets and built one property set that covered every region's real needs, with definitions agreed in a workshop.
• Migrated 6,200 open and historical deals with their contacts and companies, deduplicating across regions on the way in.
• Built saved views and a dashboard per rep that reproduced the parts of their spreadsheet they relied on, plus the things it could not do (activity history, email tracking, forecast).
• Set permission sets by region with leadership seeing everything.
• Ran role-based training and a two-week parallel period, then retired the spreadsheets.

Results

• 14 spreadsheets retired; 100% of deals in HubSpot.
• One weekly forecast produced from the dashboard, not assembled by hand.
• Reps adopted it because their view was better than the spreadsheet.

AI-readiness impact

Readiness went from 20 to 80. The portal moved from no trustworthy sales data to a single defined dataset with owners, permissions and a governance cadence, which is the foundation every agent depends on.