How do you get Sales teams to log activities in HubSpot?

Smart CRM & Sales Hub Tips, Tricks & Best Practices
1

Hello, keen to hear how teams have overcome reluctance from account teams not wanting to load all calls and emails, or all of detail such as opening welcomes and catch ups etc.

2

Hi @Deborah2,

It can be helpful to not make it about “logging everything”, but being clear about what needs to be captured and why. For example, you could focus on the calls / emails that have value for the wider account team (decisions, customer sentiment, next steps, risks, commitments) rather than expecting reps to document every single interaction.

It can also help to make the process as frictionless as possible. That can mean setting up the HubSpot sales extension correctly, setting up HubSpot calling, email logging + demonstrating how easy logging activity can become when all of these tools come together.

Lastly, emphasizing what HubSpot can do for you when these activities are logged can be an eye-opener, such as reminders to check-in with customers, AI summaries, agentic features and so on. The moment users understand that they will get something from the platform the moment they log activity can be an eye-opener.

Best regards

3

Hi @Deborah2

I think the key is not trying to make the team log every single interaction. We usually define what is actually worth recording: things like customer decisions, important updates, next steps, or anything that could be useful to another person working on the account.

For quick calls like introductions or general catch-ups, I’d keep the notes minimal. If the team sees that the information they’re logging actually helps with follow-ups and gives everyone better visibility into the account, it is much easier to get people on board.

Thanks!

4

Same issue here. Reps skip logging because they don not see the benefit. What worked for me: connect the Gmail/Outlook extension so emails log automatically set up a simple reminder workflow for deals untouched 3+ days and tie their logged activity to their performance reports so they have a reason to care. Adoption usually improves once they see it benefits them directly.