Tech Self-Assessment: Is Your Tech Stack Holding You Back?

A disconnected, outdated CRM doesn’t just frustrate your teams — it costs your business revenue. When your systems aren’t delivering the right insights at the right time, sales slow down, forecasts become unreliable and growth stalls.

A strong tech stack is the backbone of a successful RevOps strategy. Without the right tools in place, even the most well-defined processes will struggle to deliver results. RevOps is all about aligning sales, marketing and customer service around shared goals and that’s only possible when teams operate from a single source of truth. A well-integrated tech stack, like HubSpot’s all-in-one CRM, ensures that data flows seamlessly between departments, eliminating silos and improving efficiency. When technology is fragmented, teams waste time reconciling conflicting data, miscommunications increase and decision-making becomes reactive rather than strategic. By investing in a scalable, connected tech stack, businesses can streamline operations, improve team collaboration and ultimately drive predictable, sustainable revenue growth.

This self-assessment checklist will help you identify whether your current CRM is supporting growth — or silently sabotaging it.

1. Data Visibility & Accuracy

Do you have a complete, reliable view of your customers and prospects?

• Do your sales and operations teams trust the data in your CRM or do they regularly question its accuracy?
• Do you often find duplicate records, missing contact details or outdated information when reviewing customer profiles?
• Does your leadership team struggle to get a single, real-time view of the sales pipeline without manually compiling reports?

The Pain: Poor data visibility and accuracy lead to bad forecasts, missed opportunities and wasted time on unreliable reports. Without clean, centralised data, it’s impossible to make informed, strategic decisions about revenue growth.

2. Sales Efficiency & Productivity

Is your sales team spending more time selling—or wrestling with your CRM?

• Do sales reps frequently complain about time-consuming admin tasks, like manual data entry or searching for customer information?
• Does it take longer than expected to onboard new reps because your CRM is difficult to use and navigate?
• Are your sales teams forced to use workarounds and spreadsheets because your systems can’t automate routine tasks like follow-ups and activity tracking?

💡 The Pain: When sales teams spend more time on admin than selling, pipeline velocity slows down, revenue targets become harder to hit and your competitors gain the upper hand.

3. Sales & Marketing Alignment

Are your sales and marketing teams working from the same playbook?

• Do marketing and sales teams argue about lead quality or blame each other when conversion rates drop?
• Do your teams work from separate tools and dashboards, making it hard to track lead handoff and performance?
• Does your marketing team generate leads that sales struggle to track or prioritise effectively?

The Pain: Misaligned sales and marketing teams lead to lost leads, inconsistent messaging and wasted budget. If both teams aren't tracking the same KPIs from a shared CRM, growth will always be slower than it should be.

4. Forecasting & Pipeline Management

Do you trust your sales forecasts?

• Do sales and operations teams struggle to produce reliable revenue forecasts based on CRM data?
• Are sales pipeline reviews full of surprises, with deals closing unexpectedly or falling through without clear reasons?
• Does your leadership team often question the accuracy of pipeline metrics, resulting in strategic uncertainty?

💡 The Pain: Poor forecasting means uncertain hiring plans, missed growth targets and revenue stagnation. Without accurate, real-time pipeline insights, you’re essentially making business decisions in the dark.

5. Tech Stack Integration & System Connectivity

Are your systems working together—or working against you?

• Does your CRM struggle to integrate with your marketing, customer success or finance platforms?
• Do your teams manually transfer data between systems, resulting in errors, delays and frustration?
• Do you find yourself relying on multiple disconnected tools to get a complete view of your customer journey?

💡 The Pain: When systems don’t communicate, data becomes fragmented, customer handoffs become chaotic and teams waste time juggling platforms instead of driving growth.

6. Customer Experience & Account Management

Is your CRM helping you build lasting, profitable relationships?

• Do your customer success teams struggle to access key account information after a deal is closed?
• Are upsell and cross-sell opportunities missed because teams lack insight into post-sale engagement?
• Do your customers complain about disjointed communication or repeatedly providing the same information to different teams?

💡 The Pain: A disjointed customer experience leads to churn. If your teams can’t track interactions and deliver a consistent experience, competitors will swoop in and steal your customers.

7. Lead Qualification & Prioritisation

Does your CRM help reps focus on the right leads?

• Does your sales team waste time pursuing leads that will never convert?
• Are you still relying on manual lead scoring or subjective intuition to prioritise prospects?
• Do sales reps lack visibility into engagement signals, like content interactions, website visits and email opens?

💡 The Pain: Without intelligent lead scoring and engagement tracking, sales teams waste time chasing dead ends while high-potential opportunities slip through the cracks.

Your Self-Assessment Results:

If you answered “yes” to three or more of these challenges, it’s a clear sign that your CRM isn’t supporting your growth goals.

Disconnected systems, inaccurate data and inefficient processes don’t just slow your sales team—they prevent you from building a scalable, predictable revenue engine.

But here’s the good news: It doesn’t have to be this way.

HubSpot: The CRM Built for Sales & Operations Success

HubSpot is designed to eliminate the exact challenges you’re facing. As a connected, easy-to-use and AI-powered CRM platform, it provides the insights, automation and integrations your teams need to sell smarter, faster and more effectively.

How HubSpot Solves These Challenges:

HubSpot gives Sales and Operations Directors the visibility, insights and tools they need to drive growth—without the headaches of disconnected systems.

• Unified Customer Insights: HubSpot provides a 360° view of every prospect and customer across sales, marketing and customer success. No more silos—just complete, real-time visibility into the entire customer journey.

• AI-Powered Lead Scoring: HubSpot’s AI engine automatically ranks and prioritises leads, so sales teams focus on the most promising opportunities.

• Automated Forecasting & Pipeline Management: With HubSpot, forecasting becomes a data-driven process. Reps get real-time updates on deal progression and Sales Directors get accurate, actionable forecasts—without the guesswork.

• Seamless Integrations: HubSpot integrates with over 1,500+ apps, ensuring your CRM is fully connected to the rest of your tech stack. No more manual data transfers or broken processes.

• Sales Automation & Playbooks: Reps can access pre-built sales playbooks and automated follow-up sequences, ensuring that best practices are followed consistently across the team.

The iME Approach: Stop Wasting Time in the Egg Whites

At iME, we use the Fried Egg Marketing Framework to help businesses like yours focus on the yolk—the high-impact strategies and processes that drive revenue growth.

If your CRM feels like a scrambled mess of disconnected tools, poor-quality data and manual processes, we’ll help you:

The iME Approach: Stop Wasting Time in the Egg Whites

At iME, we use the Fried Egg Marketing® and EggOps Framework to help businesses focus on the yolk—the high-impact strategies and processes that drive revenue growth with HubSpot.

If your CRM feels like a scrambled mess of disconnected tools, poor-quality data and manual processes, we’ll help you:

• Implement HubSpot CRM to unify your sales, marketing and customer success teams.
• Align your teams around a single source of truth and ideal client profile (yolk), ensuring everyone works with the same data, goals and processes.
• Optimise your sales processes to shorten cycles and improve close rates.
• Eliminate wasted effort by removing manual, repetitive tasks with HubSpot’s powerful automation tools.
• Clarify your focus by using real-time insights and reporting to identify your best-fit customers and highest-impact opportunities.

The result? A scalable, predictable revenue engine that empowers your team to work smarter, not harder—and that ensures your business is focused on the activities that truly move the needle.