HubSpot
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HubSpot
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Current Employee HubSpot has the best CRM platform product on the market for companies from 2-2000 employees. It is constantly evolving with 10+ product updates being released per day. However, HubSpot refuses to move away from the model of growth via headcount, and the demand is entirely driven from the sales org. Tenured reps & teams all hold the best accounts, and reps who put in the least activities are the ones consistently overachieving their quota. It feels very much like living or dying by large deals, which frankly are heavily weighted towards Install Base of tenured reps. It's very difficult for a new rep or new team to succeed unless they get lucky with a big deal falling in their lap. HubSpot needs to stop hiring, and try to grow via process, automation, AI, and equitable account distribution. A lot of this needs to come from leadership acknowledging the model is broken and stop gaslighting the sales org into thinking they need to do more and they are in complete control of their destiny, when it is increasingly not the case. Its impossible to have a fully equitable sales org, but you can't have equal quota expectations and vastly unequal opportunity.
3.3
May 26, 2025
5 Useful
