Use HubSpot to manage your team, track performance, and report to leadership with confidence. Set goals, build forecasts, create dashboards, and coach your team using data instead of guesswork.
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If you're managing a team, HubSpot can either be your best friend or a source of constant frustration. The difference comes down to whether you know how to use it as a management tool, not just a database.
I work with a lot of middle managers and executives who've been given HubSpot and told to "make it work". They know their team should be using it. They know there's value in the data. But they're not sure how to actually manage with it.
This playbook shows you how to use HubSpot as a management layer. We're going to set team goals that everyone can see, build forecasts that leadership actually trusts, create dashboards that show what's working and what isn't, and use the data to coach your team toward better performance.
Whether you're managing marketing, sales, or both, the principles here are the same: measure what matters, make the invisible visible, and use data to have better conversations with your team.
These are the exact management practices I teach my clients. If you're reading this as a client, we'll build these dashboards and processes together. If you're doing this yourself, I've documented the approach so you can implement it without me.
Let's turn HubSpot into a proper management tool.
Learn how to manage your team's activities and hold them accountable, track team performance with the right metrics, create reports that show leadership what's working, and use data insights to coach team members toward better results.
Build weighted pipeline forecasts based on deal probability, track revenue projections against quota, identify which deals are likely to close this month versus next, and improve forecast accuracy by analyzing historical close rates.
Set team goals for traffic, leads, and MQLs, track progress toward those goals in real-time, build marketing dashboards that show what's working, and review marketing metrics in a way that informs strategy adjustments.
Set individual and team sales goals that align with company targets, monitor pipeline health to spot problems early, track deal progression through stages, and hold team members accountable to activity and outcome metrics.
Get your HubSpot account properly set up from day one. Configure teams, users, domain, tracking, brand assets, and essential integrations so your marketing and sales data flows correctly from the start.
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Identify repetitive tasks draining time and build workflows that run without you. Use HubSpot and Zapier to automate lead routing, follow-ups, notifications, and data entry.
Set up and run the weekly 12-metric review across all four growth engines. Structure the meeting, assign ownership, use traffic lights, and escalate issues that need attention.
Build a reporting dashboard that tracks the 12 growth metrics across all four engines. Choose the right tool, structure views correctly, and make data actionable weekly.
