Post Sales Legal Involvement Process

Post Sales Legal Involvement Process — HubSpot ticket-based workflow for Sales and Legal collaboration
HubSpot Automation Process Design CRM Workflow Design
2024

Results

7 hrs Saved per week through automated handoffs
~25 People using the workflow

Objective

Changes in the contract creation and signing process required bringing Legal into the post-sales workflow. There was no structured handoff: Sales teams were managing it ad hoc, which led to missed steps, delayed contracts, and no visibility for Legal until things went wrong.

The goal was a formal, trackable process that both Sales and Legal could use without friction, built inside HubSpot's existing object structure.

How it was built

The Tickets Object was chosen as the foundation. It covered all Legal requirements, Sales was already familiar with creating tickets from the Deals object (reducing adoption risk), and it offered technical flexibility without cluttering existing objects.

  1. Requirements meeting with Legal, Sales, and RevOps to define scope and workflow stages
  2. Built a dedicated Legal pipeline in the Tickets Object with stages aligned to Legal's process
  3. Integrated ticket creation into the Deal Object form using conditional logic
  4. Built a workflow triggered on Legal ticket creation: automated data transfer from Deal, standardised ticket naming, Slack and email notifications to all relevant stakeholders
  5. Presented to Legal, RevOps, and Sales; incorporated feedback (including pre-filling the ticket name field for better UX)
  6. Customised a Ticket Record View for the Legal team, documented the process in the company wiki, and informed stakeholders via email
Flowchart showing the full Post Sales Legal Involvement Process in HubSpot, from deal trigger through ticket creation, data transfer, notifications, and Legal team review
Flowchart of the finished process

Key outcomes

  • Structured, trackable handoff between Sales and Legal with full pipeline visibility
  • Reduced manual errors through automation and standardised naming conventions
  • Strong adoption: Sales already familiar with ticket creation from the Deals object
  • Process documented in the company wiki and communicated to all stakeholders