In our years training and supporting sales and revenue teams, we’ve seen a common challenge.
Leadership builds a process for the sales team. The sales reps are trained on the process. Fast forward a short amount of time and no one is quite sure whether processes are being followed or where they’re breaking down.
That gap between documented process and executed process can mean the difference between hitting and missing your goals. This is the gap that Supered Process Boards are designed to close.
Read on to learn how Process Boards help enforce sales processes inside HubSpot, how they create visibility for managers and leaders and why this level of clarity directly improves sales performance.
Why Sales Process Enforcement Is So Hard
Even when teams invest time documenting stages, handoffs and expectations, reps often:
- Skip steps or forget required actions
- Follow the process inconsistently
- Do the right things in the wrong order
- Misinterpret expectations or take shortcuts under pressure
And for managers, the lack of visibility creates a real problem: You can’t coach a process you can’t see. You can only react to the outcomes.
That often leads to:
- Pipeline reviews full of guesswork
- Coaching based on intuition rather than data
- Inconsistent rep performance
- Leadership unsure whether the issue is process or execution
These are the challenges Process Boards help address.
What Are Supered Process Boards?
Supered Process Boards are interactive, visual representations of your sales processes. By showing all rule violations over time, by rule, by rep and in granular detail, managers and leadership have roll-up compliance reporting that shows precisely to what degree processes are being followed.
How Process Boards Help Managers and Leadership
Process Boards give leaders the ability to finally answer: “Is the process broken, or is the team not following it?”
If reps are following the process and performance still falls short, you don’t have a people problem — you have a process problem.
If reps aren’t following the process, the solutions can be a combination of coaching, enablement or workflow adjustments. Instead of asking, “Why is this deal stuck?” managers can ask: “I see this step wasn’t completed. What’s causing the friction?”
How Process Boards Help Reps Stay on Track
Reps don’t need to guess the next step or dig through wikis, playbooks or PDFs. From the Process Board, they can run the board and resolve all violations in one place rather than having to hunt them down in different places throughout their HubSpot portal.
Along with telling reps what’s missing, Supered’s tools can provide embedded coaching and contextual guidance to show them what steps are required and how to follow the process correctly.
Taking the First Step
As we’ve been helping clients with process enforcement using Supered and HubSpot, our first step is to document the most critical handful of process rules and set up a board using those rules. Then we review the boards and if it’s helping answer the questions above, we plan for the deployment across the sales team.
Once the board is up, we will often play the part of ensuring compliance. For example, if the goal is to maintain at least 85% compliance with the process, we will monitor and flag when that rate dips so that we can develop a plan to right size – whether that’s more training, enablement or automation.
To learn more, we’d be happy to talk through how this tool can work for your organization. Feel free to get in touch.
