I've seen ...

Question

I've seen people comment about reps getting fed leads or QL's being routed to certain reps. Is there any proof of that?

I know QL front running is a known issue and a few reps got busted basically stealing leads last year, but is there any evidence the company is directing QLs to certain reps?

Current Employee · Accepted Answer

The people that do it are indeed top performers, have been caught, and have had no formal consequences. My guess is it’s bad for morale? Idk we all know it’s happening and it’s obvious to everyone else.

Current Employee · Answer

100% manager were/are going in and assigning leads to their team and front running has been a rampant issue. There is a renewed attempt at cracking down on it right now but they have done this 4 or 5 times where they say "for real this time guys you better stop" and never did anything about it. We will see if it sticks this time.

Current Employee · Answer

I joined here around a year ago and just a few months in I was able to make my own assumption that there was something fishy going on. The “top reps” consistently hitting quota, no matter the circumstances. There is clearly corporate favoritism happening and there is nothing you can do about it

Current Employee · Answer

Just look into it for yourself and make your own educated decision.

Here’s a start:

Look at top performing reps such as the #1 rep in small business last year, and you’ll see multiple deals over $50k ARR that closed in 1-2 calls over less than a week with 5 or less activities on the account TOTAL

Current Employee · Answer

Yes. It's all in the CRM. It's takes time, but go through every deal of each rep in the top 5-10% over the last 6-12 months and follow the origin of that deal and see how the account was obtained/assigned. Eventually you will see red flags.

Former Employee · Answer

Not sure about getting fed - my understanding was that folks had access to a report showing accounts that had QL’d but not gotten assigned to a rep and had the ability to assign it to themselves instead. When leadership found out, they covered it up (or tried to) instead of there being consequences.

Current Employee · Answer

Not sure if you are an actual external prospective candidate or internal to HubSpot and seeking information, but the answer is yes and it's all in the CRM. Comb through the origins of deals of all the reps in the top 5-10% in last 6-12 months. Takes time, but red flags show up.

Current Employee · Answer

Not sure if this is a prospective candiate, a current rep who is curious, or a manager/leadership looking to dig up information but the answer is yes there is proof and it's all in the CRM. Simply look up the reps who consistently hit quota, isolate all >$300MRR deals and trace the origin of each.

Current Employee · Answer

No hard proof no. How were they front-running? I saw that post and have heard about this for years. How did they prove that? How were those few reps caught?

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Anonymous Q&A

I've seen people comment about reps getting fed leads or QL's being routed to certain reps. Is there any proof of that? I know QL front running is a known issue and a few reps got busted basically stealing leads last year, but is there any evidence the company is directing QLs to certain reps?