IMS Sales Director HubSpot Training Track

Module 1 - Foundations & System Navigations

“Know how to get in, where to go, and what you’re looking at.”

Topics Covered

• Logging in, Permissions, and Security
• Connecting Email + calendar sync
• Installing the Google Chrome Extension
• Setting up email signature in HubSpot
• Navigation essentials: Menus, global search, and bookmarks
• Understand and use the record page layout and Activity timeline
• Logging into the HubSpot Mobile App
• Get started with Breeze

Hands-On

✅ Log in and connect email/calendar

✅ Navigate Contacts, Companies, and Deals

✅ Find and open an active deal owned by one of your reps

 

Module 2 - Leadership Dashboards as Your “Home Base”

“Start your day with the data that matters most.”

Topics Covered

• Role-based dashboards designed specifically for Directors
• Setting your default home page
• Identifying:
  • Idle deals
  • Unworked leads
  • Forecast changes
• Customizing dashboards at a high level

Hands-On

✅ Set default view to the Leadership Dashboard

✅ Identify your top 5 deals to review this week

 

Module 3 - Pipeline Quality & Deal Governance

“Keep the pipeline clean. Keep the deals real.”

Topics Covered

• When to create a Deal
• How to create a Deal
• Required data fields for deal validity
• Stages and how to move through each stage path & enforcement
• Monitoring data hygiene:
  • Close dates repeatedly slipping
  • No next steps
  • Missing information
• Territory and account ownership rules

Hands-On

✅ Filter your team’s deals for missing required data

✅ Reassign at least one deal to its correct owner if needed

 

Module 4 - Quotes & Contract Oversight

"Guide the deal, protect the margins, support the team."

Topics Covered

• Understanding QuoteHapily for visibility and approvals

• LinkSquares: When to involve Legal

• Oversight from “Quote Created” to “Closed-Won”

• Discounting guardrails & escalation protocols

Hands-On

✅ Locate quotes waiting for your approval

✅ Audit quotes associated with stalled deals

 

Module 5 - Forecasting, Quota Management & Commissions

“Lead with data. Coach with confidence.”

Topics Covered

• HubSpot forecasting tools & best practices
• Introduction to QuotaPath:
  • Viewing attainment
  • Coaching under-performance
• Measuring:
  • Activity vs. pipeline growth
  • Pipeline vs. revenue

Hands-On

✅ Identify top risk deals and coaching targets

 

Module 6 - Leads, Forms & Prospect Follow-Up

“Ensure every revenue opportunity is acted on.”

Topics Covered

• How inbound submissions create contacts/deals

• Lead routing workflow oversight

• Prospect lifecycle stages — Director view

• Response-time expectations (SLAs) for your reps

Hands-On

✅ Run report: Form submissions with no follow-up

✅ Assign or correct any misrouted leads

 

Module 6 - Coaching with HubSpot

“Run better 1:1s using real-time data.”

Topics Covered

• Using activity data to diagnose performance issues

• Spotting stuck opportunities early

• Win/loss analysis and feedback loops

• Accountability cadences for reps

Hands-On

✅ Prepare an upcoming rep coaching session using HubSpot insights

 

YouTube Video: The Official HubSpot Sales Hub Tutorial