Anyone have suggestions on what and how we can track productivity of sales team members?
What metrics do you guys use to track the efficiency and effectiveness of each sales team member?
Would love some ideas on how other organizations do this 
Hi @Zenitsu22! Great question!
Here are some metrics we’d suggest tracking:
Productivity: Calls, emails, and meetings logged per rep
Efficiency: Time per deal stage and follow-up response time
Effectiveness: Close rate, average deal amount, and revenue vs. quota
HubSpot’s Sales Analytics and custom dashboards are great for pulling this all together at the rep level!
Would love to hear how others approach this too. @ChrisoKlepke @franksteiner79 and @StjepanGrcic any thoughts? 
Cassie, Community Manager
This comes up in almost every sales ops engagement I run, so let me share what actually works in HubSpot.
The way I think about it is three layers: what reps are doing (inputs), what that activity produces (pipeline), and what it closes (revenue). You need all three or you end up optimizing for the wrong thing.
For activity tracking, build a custom report using the Activities data source. Track calls logged (filter by call outcome so you’re counting connected calls, not just dials), emails sent through sequences, meetings booked, and tasks completed. Set it as a bar chart grouped by Owner and filtered to the rolling 30 days. The key thing here is making sure reps can see their own dashboard. Self-visibility alone drives adoption more than any manager review.
For pipeline, the Funnel Report in the Custom Report Builder is the most underused tool I see in portals. Build one with Deal Stage as the breakdown and it immediately shows you where deals are stalling by rep. Add in average time per stage and close rate (won divided by won plus lost in the same period) and you have a pretty complete picture of what is actually working.
For revenue and forecast, if you are on Sales Hub Enterprise you can use HubSpot’s native Goals feature to set individual quotas and show progress in real time. If you are on Pro, the workaround is a custom property per rep for quota amount and then a calculated field or filtered deal report to compare against it. Weighted pipeline (deal amount times close probability by stage) is also worth tracking separately from raw pipeline because it gives you a more honest forecast number.
A few things I would add from doing this across 100+ portals: don’t track more than 5 or 6 metrics total. Teams that track 20 things act on zero of them. Pin your performance dashboard to the Sales Hub home screen so it’s the first thing reps see when they log in. And if you are on Starter, a few of the more granular reports aren’t available natively, but you can often get close with well-filtered deal and activity lists.
What HubSpot tier are you on? Happy to share a more specific dashboard structure if that’s helpful.
Hi @Zenitsu22,
One approach that works really well in HubSpot is combining Activity Tracking Reports + Goals for sales reps/team members.
HubSpot Goals can be configured for different metrics such as:
- Revenue targets
- Number of leads worked
- Tasks completed
- Calls made
- Meetings booked
- Notes logging
- Overall activities completed
Note: These goals can configured: In Reporting < Goals < “Create a Goal”
For activity tracking, you can create reports/dashboard (based on the goals) to monitor:
- Calls completed
- Emails sent
- Meetings booked/completed
- Tasks completed
- Notes logged
- Leads assigned/worked
- Deals created/moved
- Average response/follow-up time
Recommended filters for these reports:
- Activity owner (sales rep)
- Date range (daily/weekly/monthly/quarterly)
- Activity type
- Pipeline OR lifecycle stage
A major advantage is that HubSpot also allows reporting against these goals, so managers can compare target vs actual performance, track rep-wise goal achievement, and the overall productivity.
(Taken help from ai)