Client : TermProtect (Manufacturer – PVC Windows & Doors)
Rôle : Rafa Dumitru, CEO
Présentation rapide :
As TermProtect continued to expand its footprint in the B2C and B2B markets, leadership recognized that lead volume alone wasn’t enough to sustain growth — they needed to improve how every call, pitch, and objection was handled. With a fast-growing team and varying levels of experience among reps, the company aimed to drive consistency and excellence in every interaction.
Le problème :
While HubSpot had helped streamline lead routing and pipeline visibility, TermProtect lacked insight into how calls were being handled. There was no clear way to identify best practices, coach underperforming reps, or track how objections were addressed. Call outcomes were recorded manually — often inconsistently — and weekly business reviews (WBRs) relied on anecdotal input rather than hard data. Conversion rates varied significantly between reps, and training new hires was a slow, manual process.
Découvrez tout le potentiel d’un CRM plus intelligent. Profitez d’un audit HubSpot gratuit
Vous doutez que votre configuration actuelle favorise vraiment votre croissance ? Demandez un audit CRM gratuit : nous mettrons en évidence les failles, les gains rapides et les pistes d’optimisation.
La solution :
To improve sales quality at scale, HUB.OCTO360 introduced a structured approach to call recording and quality audits within HubSpot. Over a 2-week rollout, the team deployed:
- Call recording and logging for every deal-related conversation through HubSpot Calling tools
- A custom-built quality audit framework with scoring rubrics for rapport, needs discovery, pitch structure, and objection handling
- Weekly quality reviews for a sample of recorded calls across each sales region
- Real-time coaching dashboards to provide reps with targeted feedback and improvement areas
- Integration of quality metrics into Weekly Business Reviews, including objection resolution rates and script adherence
- Reporting on version rates (first contact to quote) and deal progression speed to link sales behavior with outcomes
Les résultats :
Within the first 6 weeks, TermProtect saw a measurable improvement in call quality. Objection-handling scores across the team rose by 38%. The average version rate (initial call to quote sent) jumped from 43% to 67%. Reps with lower close rates received targeted coaching, reducing performance gaps across the team. In parallel, leadership gained full visibility into how messaging and product positioning were landing with customers — allowing for real-time adjustments.
Sales efficiency improved dramatically, helping the team maintain high conversion rates even as lead volume grew. The structured feedback loop established through call audits is now a core part of TermProtect’s sales culture — built for scale, driven by insight.
Parlons stratégie
Nous sommes une agence de mise en œuvre de HubSpot, une agence d'automatisation et une agence de conseil - certifiée, expérimentée et axée sur les résultats. Rejoignez les entreprises qui font confiance à HUB.OCTO360 pour conduire leur succès CRM.