Your team is up and running in HubSpot. You’ve added all of your users, you've used the Sales Software Certification course to train your whole sales team to use HubSpot CRM, and the whole process is working like a well-oiled machine. 

Now what? How do you help your team keep up this momentum?

By using a few of HubSpot's free reports, you can gather a lot of information about your team’s productivity within HubSpot and draw conclusions about how to help them improve. 

You have access to hundreds of reports in the HubSpot CRM, but these are my favorite HubSpot reports for measuring productivity.

The Productivity Report

This report shows the total number of calls, emails, meetings, tasks, and notes your team has conducted in the selected time frame. It will also show you the increase or decrease of this performance compared to the previous equivalent time frame. This is a great tool to report on fluctuations in performance from your sales team. 

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The Leaderboard Report

This report ranks users by the number of calls, emails, and meetings each rep conducted in the selected time frame. You can use this report to get a better understanding of how productive your reps are with their sales activities.  

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The Meetings Booked by Rep Report

This report shows how many meetings in total are being booked by your reps.

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The Call Outcomes Report

This report shows the total number of calls made by your reps and breaks down how they ended up, wether the call went through or the line was busy or the rep left a voicemail, etc.

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The Deal Revenue Leaderboard Report

This report shows deal owners ranked by their total forecasted deal amounts.

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The Deal Leaderboard Report

You can use this report to show your reps ranked by their amount of recently closed revenue.

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The Incomplete Tasks Report

This report allows you to view all current open tasks at a glance. It can help you prioritize any tasks that are overdue and follow up with the HubSpot owner in a quick and efficient manner.

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The best part about these reports is when they're placed in close proximity to each other on your reports dashboard, you can begin to draw insights by comparing the data from one report to another.

For example, if you place the Deal Leaderboard next to your Deal Revenue Leaderboard, you might notice that one of your reps who is consistently at the top of the Deal Revenue Leaderboard generally sits at the middle of the Deal Leaderboard. This could mean the rep is not closing their deals in a timely fashion, or it could mean that maybe they have an inflated pipeline.

Additionally, if you also put your Leaderboard report in close proximity to your Deal Leaderboard, it would be easy to notice if your team is spinning their wheels. Say, for instance, that your rep who is at the top of the Leaderboard Report is usually at the middle of the Deal Leaderboard, this might mean that this rep is not 100% effective on phone calls and could suggest they may need some more training around calling best practices.

On the other hand, if you have a rep who is toward the middle of the Meetings Booked by Rep report but is consistently at the top of the Deal Leaderboard, you can be sure this rep is very effective in his/her communications with leads.

Finally, it can also be useful to filter reports by individual rep. This can be done by hovering your mouse over the report, clicking Report Settings, and selecting Add Filter.

This process can be especially useful for the Productivity report because it allows you to view the fluctuations in performance on an individual basis. For example, if I notice the performance of my overall team has gone down for the month, I can filter the report user by user to see if one person has made a large impact. It would be easy to tell if one person was out sick or on vacation because we could see that their individual performance for the given time frame was lower than the previous same timeframe. 

Want to hear more from Juli? She’s hosting an Ask Me Anything (AMA) on the HubSpot Community from January 14, 2019 – January 28, 2019. Join the conversation here.

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Originally published Dec 12, 2018 9:00:00 AM, updated February 05 2019