Hey SMB US...

Question

Hey SMB US team: how are things looking for the rest of 2025? Feedback from last year's comments was pretty grim, so just looking to see if sentiments picked up

Current Employee · Accepted Answer

New management is in and they seem to care about correcting attrition which is a good sign. They have made some steps to prevent lead poaching. I still feel like managers have a strategy of trying to constantly recycle reps to keep their quota low while the couple veterans on the team allow them to over attain. Would like to see managers graded on attrition more.

Current Employee · Answer

Just held a town hall yesterday to talk through concerns over the last year regarding leads being stolen by reps once accounts show intent, but were not yet rotated. Good change

The big concern of overhiring, giving new reps 12 months to ramp, and then quickly firing them once ramp ends, remains.

Former Employee · Answer

It was the same when I left, I don’t think much has changed in such a short period of time

Former Employee · Answer

Unless you can BFF your manager quickly, you'll watch any decent QL or opportunity go to their faves. It's toxic. 
On an SMB team with 75% of its reps on stress leave (for real), somehow all of these reps' open deals ended up getting worked by one person. No surprise they made PClub and were promoted to MM while nearly everyone else was on a PIP or headed there fast.

Current Employee · Answer

Lead poaching is not just a rep
problem - mgrs are also involved. Have seen multiple instances where a mgr assigns account to a rep, when the rep isn’t even in the territory it’s stamped as. Unclear how sops can manage this at scale. Imagine it’ll continue to go unchecked.

Current Employee · Answer

Still grim.. no leads will come bc they prioritize rep driven sales. Marketing is having too much fun with influencer marketing and it isn’t driving any qualified leads to come through. Whatever leads come they weigh to be sent to new ramping reps. It’s been obvious from the get go.

Current Employee · Answer

They had a meeting to cover some changes but there’s been nothing but empty promises over the last two years. They are still pushing for “rep driven sales” in a segment where no business under 25 employees can afford HubSpot. If they can it’s an account that’s been owned by the same person for 2+yrs

Current Employee · Answer

Still a bloodbath - can confirm the new changes announced recently to prevent lead poaching is a great step forward. But quotas off ramp still are aggressively high. I imagine the % new reps from external hires (non-BDR promos) post-ramp period (month 11-12) are extremely high for the future 3-6 months in months 15-18. Would like to see more inbound lead flow.

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Anonymous Q&A

Hey SMB US team: how are things looking for the rest of 2025? Feedback from last year's comments was pretty grim, so just looking to see if sentiments picked up