Apr 10, 2024 Paul Sullivan

How to Onboard Sales Reps on HubSpot Sales Hub

Onboard Sales Reps to HubSpot Sales Hub


Onboarding sales representatives onto HubSpot Sales Hub is critical. It ensures your team members can fully leverage the platform's capabilities to streamline sales processes, enhance productivity, and drive revenue growth. 

An onboarding plan crafted with sales leaders establishes a step-by-step approach. If working with our team, adopt a 30, 60, or 90-day game plan. By adopting a tight approach, sales managers ensure a successful sales onboarding process. 

Here's a comprehensive guide on onboarding sales reps on HubSpot Sales Hub.

1. Introduction to HubSpot Sales Hub

Start by introducing your sales reps to HubSpot Sales Hub, emphasising its importance and benefits. Highlight how it simplifies deal cycles, increases overall sales performance, and automates time-consuming tasks. Ensure they understand the platform's role in managing leads, automating sales processes, and personalising outreach at scale.

Walk them through the user interface and emphasise the importance of sales automation, structuring the sales cycle, recording sales calls for future reference and sales training for new sales hires.

2. Account and Technical Setup

Begin the onboarding process with account and technical setup. This involves understanding the fundamentals of HubSpot, setting up CRM accounts, and ensuring everyone is up to speed. If you are moving between CRMs from Salesforce or Pipedrive, establishing syncing between accounts is crucial to ensure seamless data flow across CRM platforms.

Before any move, prepare a list of all custom objects in your current CRM, which is crucial to successful onboarding. If you are establishing a CRM for the first time, consider what data you need to collect about your prospects and what fields you need to create. Use these fields to score prospects' value to your sales team.

3. Training and Certification

Leverage HubSpot's extensive training resources, including online tutorials, videos, and certification programs available through HubSpot Academy. Encourage sales reps to complete relevant courses and certifications to deepen their understanding of the platform and its sales tools.

HubSpot Academy offers a range of training and certification courses designed to help new sales reps master the Sales Hub platform. These courses ensure that reps are well-equipped with the knowledge and skills needed to use the platform effectively, contributing to their success and confidence in their roles.

If you are working with an agency to facilitate the set-up of your sales team on HubSpot Sales Hub, ensure you establish a list of requirements for each sales rep rather than approach it with a “whole team” approach. This will ensure solid adoption of the CRM and enable your team to hit the ground running with a customised approach.

4. Integration with Other Tools

Integrate HubSpot Sales Hub with other systems and tools used by your organisation. This ensures a centralised data management system and seamless data flow. Utilise HubSpot's App Marketplace to find and integrate with over 400 third-party software applications. This step is crucial for maintaining data consistency and automating key parts of the sales process.

5. Customisation and Role Assignment

Customise HubSpot Sales Hub to fit your sales process. This includes creating custom deal stages, properties, and sales playbooks. Assign roles and permissions to ensure each sales rep can access the necessary information and tools. Utilise custom fields and views to manage your onboarding projects effectively.

6. Practice and Hands-on Experience

Encourage sales reps to practice using the platform through hands-on experience. Create dummy workflows, explore features, and experiment with automation to get an organic feel for the platform. This step is crucial for sales reps to become comfortable and proficient with HubSpot Sales Hub.

7. Regular Monitoring and Optimisation

Monitor the sales team's progress and use of HubSpot Sales Hub regularly. The platform's reporting tools enable sales leaders to track the performance of new sales reps, forecast revenue, and much more. This visibility is essential for identifying areas where new reps may need additional support or training, ensuring continuous development and success.

Use the in-platform training by building sales playbooks, recording calls to use as examples of “this is how it’s done,” and structuring a bonafide onboarding process for new team members.

8. Utilise Onboarding Support

Consider utilising HubSpot's onboarding services or partnering with a HubSpot Agency Partner like ourselves for a more guided onboarding experience. These services provide expert assistance, from technical setup to strategic planning, ensuring a smooth and effective onboarding process.

Onboarding sales reps onto HubSpot Sales Hub requires a structured approach that includes training, customisation, practice, and ongoing support. By following these steps, you can ensure that your sales team is well-equipped to leverage the platform's capabilities, leading to improved sales processes and outcomes.

What are the benefits of using HubSpot sales hub for onboarding new sales reps?

Using HubSpot Sales Hub for onboarding new sales reps offers several benefits that streamline the process and enhance the effectiveness of sales teams from the start. Here are the key advantages:

Streamlined Sales Process: HubSpot Sales Hub helps streamline the sales process, making it easier and faster for teams to move leads through the funnel and close deals. This efficiency is crucial for new sales reps as it allows them to understand and follow the sales process more effectively.

Efficient Contact Management: The platform facilitates contact management, enabling new sales reps to add new leads, track their progress through the sales pipeline, and keep detailed notes on each contact. This centralised system of contact management is essential for maintaining organisation and efficiency.

Email Tracking and Automation: Sales Hub provides tools for email tracking and automation, which are invaluable for new sales reps. These tools allow reps to see when prospects have opened their emails and set up automated email sequences to nurture leads, saving time and increasing the chances of closing deals.

Meeting Scheduling and Calendar Integration: The platform simplifies scheduling meetings with prospects by integrating with calendars. This feature helps new sales reps efficiently book meetings, ensuring they can focus more on selling and less on administrative tasks.

Personalisation and Customer Retention: HubSpot Sales Hub offers tools for creating personalised emails and content, which is crucial for retaining customers and building loyalty. For new sales reps, the ability to personalise outreach helps them engage prospects effectively and make a positive impression.

Automation of Repetitive Tasks: HubSpot Sales Hub automates daily sales tasks like sending emails and booking meetings, which can be particularly beneficial for new sales reps. This automation allows them to focus on more high-value activities, such as building relationships and closing deals.

In summary, HubSpot Sales Hub provides a comprehensive suite of tools and features that support onboarding new sales reps by streamlining sales processes, offering extensive training resources, simplifying contact management, and enabling efficient performance monitoring. These benefits collectively contribute to a smoother onboarding experience and set new sales reps up for success.


Can HubSpot sales hub be integrated with other sales training tools?

Yes, HubSpot Sales Hub can be integrated with other sales training tools. This is highlighted by HubSpot's extensive capability to connect with over 800 applications natively or via third-party tools like Zapier. This broad range of integrations allows HubSpot Sales Hub to communicate with various prospecting tools, ERP systems, and sales training tools, ensuring a seamless flow of data and enhancing the training process.

Moreover, HubSpot offers a comprehensive suite of training resources through HubSpot Academy, including courses and certifications tailored for sales professionals. These resources can be directly accessed within HubSpot Sales Hub, providing an integrated training experience.

However, for organisations looking to supplement HubSpot's native training resources with external sales training platforms, the platform's extensive integration capabilities would likely support such a combination, enhancing the overall sales training and development process.

5 Sales Training Platforms, including HubSpot

HubSpot Sales Hub

Sales Hub is an all-in-one platform that provides resources, such as coaching materials, to help new hires get up to speed quickly. The platform also offers Conversation Intelligence, which can help you understand your team's performance on calls, identify areas for improvement, and provide insights on trends and top objections. 

Additionally, it allows you to leave feedback for your reps to work on. Finally, Sales Reporting and Performance Management Software gives you visibility into your sales performance and allows you to measure your training results.

Zoho Learn

Zoho Learn is a sales training software focused on helping you create and manage customized Sales training courses are a great way to educate your sales representatives, test their knowledge and improve their sales skills. You can create interactive courses that include text, video, audio, and images to make the training engaging and interactive. 

In addition to this, you can add quizzes to test how well your reps are learning and track their progress through real-time reporting. By doing this, you can identify areas where your sales reps need to improve and help them reach their full potential.


EdApp is a training software that provides support to sales teams. With this platform, you can create courses either from pre-built templates or from scratch. You can use these courses to train and onboard new team members, test their knowledge via quizzes and other assessments, track their performance and certify your team.

One of the standout features of EdApp is that it offers over 80 templates that you can customise with videos, quizzes, games, and assessments. This gives you the flexibility to create courses that are engaging, interactive, and tailored to your team's specific needs.


Brainshark is a powerful learning platform designed to help you onboard and train your sales representatives. With its advanced features, such as video coaching, you can create a rich knowledge library comprising various skills and topics to organise your training modules. The platform also allows you to conduct webinars to provide your reps with interactive learning experiences.

Moreover, Brainshark offers a mobile app that enables your team to access training materials and feedback on the go, making it easier for them to learn and improve their skills.


Mindtickle is a platform that lets you create sales enablement programs and assign practice exercises to your reps. You can also analyze the effectiveness of your training by mapping it to revenue outcomes. With Mindtickle, you can design learning programs around winning skills and behaviours and continuously improve them. 

Additionally, you can engage your team with role-play exercises for pitches and demos, leaderboards for friendly competition, live challenges, and quizzes to test their knowledge.

Need help onboarding your sales team to HubSpot? Check out our standard HubSpot onboarding options, or for a more in-depth solution, visit ARISE™ Sales.

Published by Paul Sullivan April 10, 2024
Paul Sullivan