What needs...

Question

What needs to happen for HubSpot to become a better place to work at?

Current Employee · Accepted Answer

More realistic targets as qualified leads are very few now and it’s very outbound heavy. Majority of reps aren’t close to OTE. The general set up is great, it just needs to be recognised that it’s no longer a majority inbound sales model, but very BD heavy, way more than other tech firms.

Current Employee · Answer

OTE is just made up nonsense at this point. 25% of reps are hitting.  Until either there is a major economic shift or leadership acknowledges that quota should be lower than it was during Covid (because that was a best case scenario for HubSpot) not significantly higher it won’t get better.

Current Employee · Answer

Sales motion has totally changed from mostly inbound to 90-100% outbound. Yet they have kept the same quota. Quota has to adjust to new motion or it will never be worth working at.

Former Employee · Answer

- Adjust quota; there isn’t velocity to support the quota they’ve assigned  
- Outside leadership. Too many managers sold when they had $4k quotas and were inbound sellers. They never sold outbound motions, they don’t know how to prospect
- No influencers. EX. KD never sold outbound, he’s a crock

Current Employee · Answer

Get rid of leadership that has only sold at HubSpot, and reduce the sales channel by about 50%. Decide if you’re a remote first company, or if the “Boston clique” will always run things in sales.

Current Employee · Answer

HubSpot is a great place to work. I wouldn't change anything at all. They expanded our territories so there's an abundance of opportunities to make money

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Anonymous Q&A

What needs to happen for HubSpot to become a better place to work at?