Why does H...

Question

Why does HubSpot over hire so much?

Former Employee · Accepted Answer

Because they're of the opinion that more salespeople equals more revenue, but as territories are already saturated and demand is slowing, their sales organization has become a rotating door of salespeople people not hitting their numbers and getting phased out due to underperformance / performance plans. As this happens, they need to over hire (notice they're hiring for future roles) to compensate for the loss of talent.

Current Employee · Answer

Because 70% hired quit or are fired within 6-12 months. It’s churn and burn

Current Employee · Answer

The retention rate was abysmal in 2024
As a result, they're desperately trying to keep current reps from leaving by offering referral spiffs.

IMO: The goal isn't  to retain current reps; they're just majorly behind on backfills due to more reps quitting / getting fired than anticipated.

Current Employee · Answer

This is a common misstep for companies at HubSpot’s stage. Instead of concentrating on empowering a smaller team of high-performing reps to achieve success, they focus on adding reps to maximize short-term revenue. This approach sacrifices sustainable long-term growth and company culture.

Former Employee · Answer

Personally, I think it's due to the fact that they have reps on monthly quotas. It's difficult to hit monthly thresholds and often times reps can find themselves on the chopping block. HubSpot is simply accounting for this turnover. I could be wrong. But not wrong on monthly quotas being silly for a mid-market rep.

Current Employee · Answer

HubSpot’s high turnover rate reflects the challenges many employees face in achieving long-term success, especially if they aren’t part of the favored inner circle. While the company frequently hires new talent, sustaining a career there can be difficult without the right support system.

Current Employee · Answer

A few reasons… leadership fails to address the issues (which is them). They primarily treat reps like children and expect you to fall in line and make more phone calls to build pipe. Changes take too long to happen (politics) and marketing needs to get their act together. Went woke and going broke.

Former Employee · Answer

Bc people leave and or gets fired alot.

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Anonymous Q&A

Why does HubSpot over hire so much?