RevOps Transformation for a Staffing & Workforce Platform
Company Overview
A growing staffing and workforce management platform operating across multiple US regions, managing field workforce operations, sales teams, and commission-based compensation structures.
The Challenge
The company's revenue operations were fragmented across five disconnected tools — HubSpot, QuickBooks Online, Nooks (dialing), Outfield (field prospecting), and ZoomInfo — with no unified view of sales performance or commission data. Commission tracking was a manual, multi-day process prone to errors. Sales reps lacked visibility into their pipeline and performance metrics. Call dispositions from the dialing platform were inconsistent (15 different outcome types), making it impossible to report on rep activity reliably. There was no automated handover process from SDRs to AEs, and territory assignments were managed manually.
Scope of Work
- Designed and implemented a comprehensive RevOps architecture with HubSpot as the central hub
- Normalized Nooks call dispositions from 15 to 5 standardized outcomes
- Created automated SDR workflows: call disposition tracking, contact status updates, meeting/task creation from call data
- Built quarterly commission deal creation and management system
- Implemented sales territory assignment and management workflows
- Created automated SDR-to-AE handover processes
- Built HubSpot Sequences for cold calling cadence management
- Set up rep-by-rep commission and performance dashboards
- Managed deactivated user accounts and deal reassignment processes
- Integrated Outfield with HubSpot for 16,000+ company records for field prospecting
Tech Stack & Integrations
Key Deliverables
- Commission calculation engine syncing QBO paid invoice data into HubSpot
- Call disposition normalization system (15 → 5 dispositions)
- Automated territory and rep assignment workflows
- SDR performance dashboards and demo tracking
- Quarterly commission deal management
- Monthly QBO-to-HubSpot data import automation
- Outfield-HubSpot company sync (16,000+ records)
- Custom HubSpot objects for commission tracking
- Deactivated user account remediation and deal reassignment
- AE-level reporting and historical data backfill
Business Outcomes
- Commission reporting reduced from a multi-day manual process to an automated pipeline
- 16,000+ company records synced between HubSpot and Outfield for field prospecting
- 15 inconsistent call dispositions normalized to 5, enabling reliable activity reporting
- Automated SDR-to-AE handover eliminated manual assignment bottlenecks
- Territory-based rep assignment automated across all US regions
- A process that took a 1 hr standup call each week reduced to 20 minutes after building the commission reporting
- Transparency in SDR and AE commissions by building dashboards for continuous monitoring
What the Client Said
They are responsive, clear, and they keep things moving. We really appreciate the work they did with us.
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