Manage a sales team's performance

With the sales performance workspace, you can create a complete picture of your team’s performance through combining data sources and intelligent insights. 

The sales performance workspace offers up-to-date answers to basic business health questions in one location and contextualizes the answers with AI-powered insights that reveal problems, sources of risk and friction, and coaching opportunities.

Before you get started

Before you begin working with this feature, make sure to fully understand what steps should be taken ahead of time, as well as the limitations of the feature and potential consequences of using it.

Understand requirements

• A user must have an assigned Sales Hub seat and Sales Performance permission.
• A user must have direct reports. 

Understand limitations & considerations

• A Sales Hub Professional or Enterprise subscription is required.

Set up the sales performance workspace

Each sales performance workspace is customized for the user that configures it.

• To set up a sales performance workspace:

1. 1. In your HubSpot account, navigate to Sales > Sales Performance.
   2. Click Set up your team.
   3. On the Team Selection page, click the Add teams or users dropdown menu and select the checkbox next to the direct reports you want to track.
   4. Click Next.
   5. Confirm your selected team members, and then click Save.

• To make changes to your workspace after it’s been generated: 

1. 1. In your HubSpot account, navigate to Sales > Sales Performance.
   2. In the top right, click Configure, then select Update team setup.
   3. On the Team Selection page, click the Add teams or users dropdown menu and select the checkbox next to the direct reports you want to track. To remove team members, select the checkbox next to each team member in the Selected team members section.
   4. Click Next.
   5. Confirm your changes, and then click Save.

Analyze a sales team’s health

On the Summary tab, you can view highlights of your team's performance. You can use this tab to view wins and risks, or if you want a quick look at who's performing well and who's falling behind.

1. In your HubSpot account, navigate to Sales > Sales Performance.
2. On the Summary tab, you can view a summary of your team's metrics in a table.
3. To customize the table, click the SettingsIconsettings icon. In the dialog box:
   • To reorder metrics, click and hold a metric to drag it up or down to a new position. 
   • To add a new metric, click Add new metric. 
   • To edit the metric, click the edit icon and select the relevant dropdown menus to make the desired changes.
   • To manage filters for a metric, click the edit icon and then click Manage filters. In the right panel, update the filters and then click X to close. Learn more about filtering records.
4. When you've finished, click Apply.

View a sales team's metrics and goals

On the My Team tab, you can view team performance across different metrics and goals. Each metric includes drill-ins so you can inspect the data further.

1. In your HubSpot account, navigate to Sales > Sales Performance.
2. In the left menu, click the My team tab.
3. At the top, click Teams to view the data by teams or Users to view by users.
4. Filter the data by using the dropdown menus.
5. Click Edit columns to edit the columns that are displayed.
6. Click Create goal to create a goal.
7. Click the user, team, or data point to drill down into the data. 

View customized data about a sales team

On the Dashboards tab, you can add customized dashboards to view. This is useful if there's specific information not covered sales performance that you'd like to view.

1. In your HubSpot account, navigate to Sales > Sales Performance.
2. In the left menu, click the Dashboards tab.
3. If this is the first time using sales performance, you'll need to add a dashboard.
   • To add a dashboard, click Add dashboard.
   • In the right panel, click the Select existing dashboard dropdown menu and select an existing dashboard. 
   • In the Assign teams section, select either Available to everyone or Assign to teams. 
   • Select the checkbox to confirm the users will be given view access to the dashboard.
   • Click Add dashboard.
4. To edit your dashboard, click the Actions dropdown and select Edit dashboard. Learn more about how to customize and edit a dashboard.