SDR Hubspot SOP

1. Creating or Updating a Company in HubSpot

Whenever you add a new company or update an existing company, the following fields must be filled in and kept accurate at all times.

Required Company Fields

• Lead Source → SDR Outbound
• Lifecycle Stage → Lead (This will be automated)
• SDR Owner → You
• Applicant Tracking System → Select from the drop-down list
• Country → Required
• State/Region → Required
• Company Size → Required
• Company LinkedIn URL → Required
• Company Industries → Required
• Company Type (I.e Recruitment Agency) → Required - Select from drop-down list
• Company Year Founded → Required
• Company Owner → Should automatically be YOU when creating a new company

Ongoing Data Hygiene Expectations

• All company-level data must remain accurate and synced.
• If information changes (industry, ATS, size, etc.), SDRs must update the HubSpot record.
• Duplicate or incomplete companies must be fixed immediately.

2. Adding a Contact

For every contact you enter, the following fields are mandatory:

Required Contact Fields

• First Name
  
  
• Last Name
  
  
• Email Address
  
  
• Mobile Number
  
  
• LinkedIn URL
  
  
• Job Title
  
  

Contacts missing any of these fields will not be accepted for commission credit.

3. Booking a Demo

Every booked demo must follow this exact workflow.

3.1 Before Creating a Deal

1. Go to the company in HubSpot.
   
   
2. Check the Deals section.
   
   
3. Verify whether an existing deal already exists for this company.
   
   

3.2 If NO deal exists

Create a new deal:

1. On the Company page → right panel → Deals → click + Add.
   
   
2. Complete all required deal fields:
   
   

Required Deal Fields (New Demo Deal)

3.3 If a deal DOES exist

Open the existing deal and update the following fields:

Fields to Update on Existing Deal

• Deal Owner → set to the AE
  
  
• SDR Owner → set to you
  
  
• Demo Booked Date → update to the date you booked the new demo
  
  
• Demo Date → the scheduled demo date
  
  
• Deal Stage → Demo Booked (SDR Pipeline)

4. Adding Notes for the AE

Inside the deal:

• Add a Deal Note summarizing key details the AE must know before the demo.
  Examples:
  
  
  • Pain points
    
    
  • Tech/Stack
    
    
  • Urgency / timeline
    
    
  • Any objections mentioned
    
    
  • Decision-maker info
    
    
  • Key Industries
    
    
  • ATS 

Notes must be clear, concise, and actionable.