Where to start... when you join HubSpot and go through the engaging and structured onboarding, it feels like it can only be up from there. However, going into the role it soon becomes the reality that operationally you are not set up to succeed at HubSpot.
There is extremely little inbound and so your day to day is spent fighting over the scraps of accounts within a "sourcing" pool that all reps within your region share. Higher tenured reps seem to know the tricks of the trade, you will find the same 5-10 people dominating the leaderboards, winning all of the SPIFFS and earning a tonne of money. To do well at HubSpot you need to know how to cheat the system, or be comfortable stepping on other people to succeed.
Because everyone is in competition with each other, the culture feels extremely fragile, and you will find when you join that other reps are reluctant to help you or unwilling to share how they are successful, as it makes you a direct threat with them.
Hours of the week are spent 'sourcing' accounts within a system that is heavily flawed and literally makes no sense whatsoever.
If you are not achieving your targets, the system automatically places you on a PIP, giving you 3 months to turn things around otherwise you are out of the door. It does not take into account previous months/years of high results, attitude to work nor skills as a salesperson. The churn rate is through the roof with many reps leaving either after not passing probation or for not passing PIP - this also creates an extremely stressful and depressing workplace environment where everyone is in constant fear of being fired.
Leadership acknowledge the job is hard - however this to them is a failure on the rep and not on the heavily flawed systems that the reps are working with. The advice usually is just to "work harder" and by that the success metrics are focused on the number of cold dials/cold outreach, something that is heavily monitored within the HubSpot platform.
Most reps are working through their PTO as are scared that accounts might be taken from them during their time off. PTO isn't taken into consideration if your activity is low for the month, you are just expected to make up the difference on the days you are working. It is extremely KPI heavy.
Monthly targets DO NOT WORK when a sales cycle is taking 3+ months.
The amount of micro-management and lack of trust is wild - we are adults not children.
I am personally looking for a way out of this company and would not advise to anyone. Avoid avoid avoid.
