How Do I Identify What Separates Top Performers from Average Reps in HubSpot Sales Hub?
Compare leading behaviors and outcomes in Sales Hub—then coach to what wins: speed-to-lead, meeting creation, reply rates, deal hygiene, and multi-threading.
Instrument Sales Hub to compare leading behaviors and outcomes side by side. Track speed-to-lead, first-meeting rate, sequence reply rate, multi-threading (contacts per deal/buying roles), and deal hygiene (next step/date, close-date slips, time in stage). Use Custom Reports and Dashboards to rank reps, Conversation Intelligence for call quality, and Goals/Forecast to align targets. Automate alerts when hygiene slips or deals stall, then coach to the patterns that drive wins.
Signals That Separate Top Reps
Turn Rep Data Into Repeatable Winning Behaviors
Start by standardizing stage entry/exit rules and required fields (next step, next activity date) so every deal is coachable. Add or confirm key properties: first response time, meetings booked, sequence reply rate, time in stage, close-date pushes, contacts associated, and buying roles reached.
Build Custom Reports and a Rep Comparison Dashboard showing: (1) speed-to-lead and meeting creation by source and segment, (2) sequence reply/meeting rates by template and rep, (3) deal hygiene and close-date slip trends, and (4) multi-threading depth versus win rate and cycle time. Use Conversation Intelligence to review talk ratio, next-step clarity, and objection handling; attach Playbooks to stages for consistent discovery and qualification.
Configure Workflows to alert when no next step is logged, a close date slips, time-in-stage exceeds a threshold, or a sequence reply lacks follow-up. In Goals and Forecast, align targets and create saved views like “High amount + missing next step” and “Past-due activity.” Run weekly coaching on these dashboards, capturing actions and tracking improvement by rep cohort. This turns vague performance gaps into specific, trainable behaviors you can scale.
30-Day Top-Performer Analysis (HubSpot)
- Days 1–5: Lock stage rules and required fields; audit properties for speed-to-lead, replies, hygiene, and multi-threading.
- Days 6–10: Build the Rep Comparison Dashboard and saved views.
- Days 11–15: Enable Conversation Intelligence and Playbooks; tag qualifying moments.
- Days 16–20: Add workflows for hygiene/risk alerts and follow-up tasks.
- Days 21–30: Coach weekly from the dashboard; capture insights and update templates.
Frequently Asked Questions
Turn Rep Data Into Coaching That Wins
We’ll wire reports, workflows, and coaching dashboards in HubSpot Sales Hub—so you can pinpoint what top reps do differently and lift everyone to that standard.
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