It looks l...

Question

It looks like HubSpot has treated its salespeople terribly over the last year or two. What are examples of the bad treatment?

Current Employee · Accepted Answer

A bunch of "top performers" stole every inbound lead and money from their coworkers pockets that came in through the door before it was rotated and they did nothing about it other than just ask us to forget it happened.

Current Employee · Answer

Too many to list.

It's easier to imagine a factory production line. Reps come in, a machine chews them up, they get pipped and then tossed in the bin. That's the HubSpot experience for anyone in the sales org who wasn't there during the covid boom when most of the long term staff got their war medals.

Managers are incentivised to churn the reps once they're off their 12 month ramp period as they can replace  a full quota rep with another ramping quota rep. This keeps the team quota down for the manager and hence the rep churning production line rolling.

If this gets you excited, you love ridiculous amounts of stress trying to meet unattainable quotas and you don't care for your mental health, then get onboard at HubSpot. There is never a short supply of sales roles being advertised.

~ At HubSpot, our goal is to help you be the best ‘you’ that you can be, both inside and outside of work. That isn’t just good for you -- it’s good for the people you love, too. ~

Current Employee · Answer

The only thing that’s going for it is the product. Even if you hit your target leadership openly say they don’t want to pay as much as their peers, most also aren’t hitting so are just surviving. Culture has died in the last 18 months, it’s about to explode in there. Needs a major reset.

Current Employee · Answer

There’s good and bad. Certainly worse places to work, but my experience here has not been what I expected in line with expectations set when interviewed. Very toxic “high performance” sales culture, gotta be “in” to be treated well. Crazy expectations.

Current Employee · Answer

I watched an incredibly sharp colleague get fired for being short a couple hundred dollars after many reps were found with stolen inbound leads with no repercussions. I watched high performing managers inherit members from another org and coach them out with little to no development or empathy.

Current Employee · Answer

The best sales managers have been the most unethical to their employees. Hubspot rewards those who are unethical and punishes those who do things the right way.

Current Employee · Answer

Insane gaslighting, pip’ing based on customer churn out of your control, moving goal posts, insane quota that only 25% hit on a given month, no strategy for success, no coaching, inner circle culture, top performers do no work, crazy activity metrics etc. etc., deal size has no correlation to quota.

Former Employee · Answer

Micro-managing to the extreme. Taking PTO? You’ll be hearing from your manager. At a funeral? You’ll be hearing from your manager. On vacation with 0 reception? You’ll have missed calls, text messages, emails and maybe DMs on social media platforms from your manager.

That’s my #1 issue

Former Employee · Answer

As a past BDR I had 3 territories I was working. My AE had quit and his territory was passed over to a new AE. I assumed I'd be working with the new AE and hold claim over the activity I had made on multiple accounts. Too bad my manager decided to move the territory to my teammate and any meetings booked from accounts under that territory would be transferred over to him even though I had put in all the work on the accounts. So in the end I was left with 2 territories to work while my teammate had 4 and was just told to dial with a smile.

Current Employee · Answer

I wouldn't say terribly. compared to other orgs. But they do hire too much and weak don't survive. Especially in Small Business . It's all part of the typical growth model. Hire a bunch, squeeze out the revenue, PIP out the unlucky & bad hires, rinse, repeat.

Current Employee · Answer

I would say for the reps who can't figure out a multi-product sales they might feel that way but HubSpot has done a lot to support their sales teams. They make adjustments to quotes when times are tough, they certainly have a lower pay rate than other companies but sales reps I would say reach annual attainment more regularly than other places. Most people that leave HubSpot end up coming back or saying the grass ins't much greener on the outside.

I find it that most sales reps here don't actually want to put in the hard work and do the other 50% of the job that isn't inbound leads. Lots of complainers but that's sales for ya.

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Anonymous Q&A

It looks like HubSpot has treated its salespeople terribly over the last year or two. What are examples of the bad treatment?