HubSpot Training for Sales and Marketing Teams in 2025

How much time and money are you wasting on bad processes and disconnected tools right now?

If that question made you a little uncomfortable, you’re in the right place.

HubSpot training is critical for any business that's tired of operating in the dark. Effective training ensures your team not only has the right tools but knows exactly how to use them.

Your team needs to understand not just which buttons to click, but why they're using these tools to hit specific business goals. We're not talking about a quick tutorial on features. We're talking about adopting a system that saves you real time and money, gives your team the autonomy to move fast, and provides crystal-clear reporting so you can finally see what's working (and what's not). 

Because without a good CRM and the training to use it correctly, you're just guessing.

This guide walks you through what HubSpot training actually looks like, how each part of the platform supports your business, and how to set your team up for real success using the Endless Customers System™.

What Is HubSpot Training and Why Does a Team Need It?

HubSpot training is really a two-part process. First, you need to make sure you have the right tools in your technology stack for the job. Second (and this is where most companies fail) you need to learn how to use those tools effectively.

This isn't a simple "go here, click this" exercise. 

True training is rooted in best practices and strategy. Your team needs to understand the "why" behind their actions so they can execute their tasks well and fast.

Why do teams need this? In our experience working with hundreds of organizations, it almost always comes down to one thing: they're wasting time and money.

Imagine your marketing team needs to create a call-to-action, a form, and an automated follow-up email. Can they do it quickly? Can they analyze the data to see if it's working? Can they make changes on their own without begging a developer for help?

Training empowers your team with the autonomy and skills to get things done, measure performance, and adapt. 

No more guessing. No more frustration.

What Is a CRM, and Who Actually Uses It?

A CRM (Customer Relationship Management system) is essentially a central place to store all your customer and contact data. It tracks every single interaction a person has with your company from their first website visit, through the sales process, and after they become a customer.

When you have all this information in one place, you can create reports that show you what's actually working and what's not. You're no longer making decisions in the dark.

Who Uses the CRM?

Ideally? Everyone.

A CRM is most powerful when marketing, sales, and leadership all use it together:

• Marketing uses it for top-of-the-funnel activities, capturing lead data and tracking engagement
• Sales uses it to manage leads from marketing, log sales activities, and track their pipeline
• Leadership uses it to get that high-level view of performance (They don't need to be in the CRM daily, but they must understand if their teams are using it correctly to monitor key metrics like lead conversion rates, sales cycle length, and marketing ROI)

When marketing and sales both use the CRM, you finally get the complete story of the customer journey, from the moment they're created as a contact to the moment they become a customer and beyond.

How Does HubSpot Support the Endless Customers System?

HubSpot is the platform of choice for implementing the Endless Customers System™.

Why? Because it has all the tools required to execute the strategy and (just as importantly) to measure its performance.

You can't do Endless Customers without a CRM. It’s the only way to know if your efforts are working. And while other CRMs exist, they often fall short and require bolting on other tools just to get close to what HubSpot offers in a single platform.

Here's a breakdown of some common CRMs and how they fit:

HubSpot gives your teams the tools they need to actually succeed:

• For Marketing: HubSpot allows your team to manage content creation, website optimization, calls-to-action, and lead capture with full autonomy, often without needing a developer
• For Sales: The platform supports the entire sales process, including Assignment Selling. Sales reps can use email templates, one-to-one video integrations with tools like Vidyard, and a clear pipeline to manage their deals
• For Reporting: This is where HubSpot truly shines. It brings together all the data from your website, marketing, and sales activities into unified dashboards. You can finally answer critical business questions like "Is our content actually generating sales?" and "How long does it take to close a deal?" This allows you to easily demonstrate the ROI of your efforts

How Do HubSpot's Different Hubs Work Together?

HubSpot is a full platform broken down into different "Hubs." What's powerful here is that all these Hubs are connected, with the CRM running alongside all of them, collecting data to give you a complete picture of every customer.

What is HubSpot Marketing Hub?

Marketing Hub is what you use to run your marketing campaigns. This includes email marketing, social media management, and automation.

You can create marketing campaigns, which are grouped efforts with a shared goal, like promoting a new tool on your website. Within the Marketing Hub, you can build everything you need for a campaign: 

• Landing pages
• Call-to-action buttons
• Forms
• Automated follow-up emails.

The real magic? It allows you to track where leads are coming from (email, social media, etc.) and tie those leads back to closed deals and revenue to see exactly how much money the campaign generated.

What is HubSpot Sales Hub?

Sales Hub is where you run your entire sales process. We use it to build out the sales pipeline, which represents the different stages of your sales process. This allows you to track deals (the transactions happening in your pipeline) and log all sales activity, such as one-to-one emails sent from HubSpot.

The Hub also includes tools that make the sales process actually work smoothly:

• Email templates help reps structure their outreach for things like post-meeting follow-ups and assignment selling
• Meeting links make it simple for prospects to book time on a salesperson's calendar
• Playbooks provide on-screen guidance to ensure reps follow the correct process
• Sales analytics provide crucial reports on sales activity, close rates, and time to close

What is HubSpot Content Hub?

Content Hub (previously CMS Hub) is used for all website and content creation. You can host your entire website on HubSpot and use easy drag-and-drop templates to build pages. This is the Hub we use to create blogs and learning centers.

What's exciting in 2025? Content Hub also includes powerful AI features to help with content production.

What is HubSpot Service Hub?

Service Hub focuses on the post-sale customer experience and is often underutilized. It allows you to manage customer service tickets, send feedback surveys, and ask for reviews.

What is HubSpot Data Hub?

Data Hub (formerly Operations Hub) is all about getting the right data into HubSpot and keeping it clean. It helps connect HubSpot to other systems and includes data cleanliness tools that can automatically format data (like phone numbers) and identify missing or duplicative information.

Which Roles Need What Kind of HubSpot Training?

Training isn't one-size-fits-all. We've found that it needs to be tailored to the team you're on and the role you play:

• Marketing Team / HubSpot Admin: Typically, one person on the marketing team (like a digital marketer or content manager) becomes the HubSpot admin. This person "owns" the platform internally. Their training focuses on creating campaigns, optimizing the website with CTAs and chatbots, and managing the overall health of the portal
• Sales Reps: Training for sales reps is focused on their day-to-day workflow. They need to know exactly how to find and reach out to prospects, use sales tools like templates and meeting links, and manage their deals in the pipeline correctly. The goal? They run their entire sales process out of HubSpot
• Sales Leaders: A sales leader's training is more strategic. They focus on developing the sales process within HubSpot and ensuring the team uses the tool correctly. A key part of their role is analyzing sales reports to see how the process is performing and identifying where reps might need coaching or if tools are being underutilized
• Leadership: Leadership training focuses on understanding reports to monitor business health. They need to trust the data they see in dashboards to track marketing performance, sales velocity, and overall growth

How Do You Keep Your CRM Data Clean from Day One?

Clean data is the foundation of reliable reporting and good decision-making. If your data is inaccurate, your reports will be useless. Period.

Is it exciting? No.

Is it critical? Absolutely.

Who's Responsible for Data Cleanliness?

It's a shared responsibility. The HubSpot admin has overall responsibility for ensuring the right data is being captured across all teams. The sales leader is specifically responsible for making sure their team is inputting accurate sales activity data.

What Does Good Data Management Look Like?

Here's our proven approach to data management:

1. Start with reporting early. Dashboards don't lie. When you build reports, you immediately see gaps where data is missing or being entered incorrectly. This tells you exactly what processes you need to fix.
2. Use HubSpot's built-in tools. HubSpot has features to manage duplicate contacts, identify missing information on records, and highlight formatting issues.
3. Regularly clean your database. You can create lists to segment and remove unneeded contacts. For example, you can identify contacts whose emails consistently bounce or who have been completely unengaged for a long time.
4. Leverage scoring. HubSpot allows you to score leads based on their engagement (pages viewed, emails opened) and their fit (job title, company size). This not only helps sales prioritize but can also be used for cleanup. If contacts have very poor or negative scores, it may be time to remove them.

What HubSpot Dashboards Do Leaders Actually Use to Run the Business?

For many leaders, dashboards are their first experience moving away from spreadsheets and actually seeing their business data visualized in a powerful way.

But here's what we've learned: Training on dashboards is about more than just building reports. It's about learning how to read data, pull insights from it, and use those insights to make real decisions.

How We Approach Dashboard Training

1. Start with the fundamentals. The first step is learning how to understand what the reports are actually telling you
2. Build the Endless Customers Dashboard. We typically start by building out a comprehensive dashboard that tells the story of your customer journey. A good dashboard should tell a story, starting with high-level metrics and getting more detailed as you scroll. This process helps identify data gaps right away
3. Establish a process. Having reports isn't enough. The final and most crucial step? Creating a habit of regularly reviewing the dashboards, discussing the insights, and making changes based on what you learn. Reports are nothing if you don't look at them and act on what they tell you

Is HubSpot Using AI in 2025?

HubSpot is leading the way in making AI accessible and practical for everyday businesses. In 2025, AI isn’t an extra bolt-on feature. It's fundamentally built into the existing CRM. 

HubSpot’s AI is becoming more proactive, working for you in the background rather than waiting for you to “prompt” it.

Here are some practical applications you can use right now:

• Content Creation: AI is heavily integrated into the Content Hub to assist with producing content like blog posts.
• Lead Scoring: HubSpot uses AI to help score leads based on their engagement and demographic fit, helping sales reps prioritize their time. For example, the system can proactively alert a rep when a prospect has viewed 20 pages on your site, signaling high intent.
• Deal Health Scores: The system can generate an AI-based "health score" for deals in the pipeline, based on activity levels and engagement. Think of it as a monitoring system that helps sales leaders see which deals might be at risk and need attention.

How Much Does HubSpot Cost?

HubSpot’s pricing isn’t exactly simple. Different parts of the platform are priced in different ways and there are bundle options, required onboarding for some tiers, and contact tiers to consider.

You can get started with HubSpot for free! When it comes time to add on features, you can bundle the hubs for discounted pricing. HubSpot calls the bundled package “customer platform” and offers this at the starter, professional, and enterprise levels. The below pricing is based on annual billing only.

Starter Customer Platform: $9/mo/seat ($15 if paid monthly)

Essential marketing, sales, service, content, and data management software + 1,000 marketing contacts and 500 HubSpot Credits* 

Professional Customer Platform: $1,300/mo w/ 6 seats (additional $45/mo/seat)

Comprehensive marketing, sales, customer service, content, and data management software + 2,000 marketing contacts and 5,000 HubSpot Credits*

Enterprise Customer Platform: $4,700/mo w/ 8 seats (additional $75/mo/seat)

Our most powerful marketing, sales, customer service, content, and data management software + 10,000 marketing contacts and 10,000 HubSpot Credits*

*Note: HubSpot Credits are a "currency" for using AI-powered, usage-based features in your HubSpot portal, such as Smart Properties, data enrichment, and the Customer Agent.

You may be required to pay an additional one-time onboarding fee directly to HubSpot which is often $1,500–$7,000 when you buy Professional or Enterprise. You can also choose to onboard with a solutions partner, like IMPACT, which will waive this fee and instead you’ll pay the partner to help you with getting started. 

If your company makes $3–$50M in ARR, a realistic monthly range is $3,000–$10,000. Most land near the middle unless you have a very large contact list or lots of paid sales seats.

Want to get an even more detailed look at pricing and the breakdown by Hub? Check out this page by HubSpot.

What Drives HubSpot Costs Up or Down?

1. Paid seats
   Sales and Service are seat-based (think users who need the advanced features). The more seats/users you have, the more your cost goes up.
2. Marketing contacts
   Marketing Hub pricing scales by marketing contacts. Pro includes 2,000 contacts; Enterprise includes 10,000. Extra contacts are sold in bands rather than per contact.
3. Onboarding fees
   Most Pro and Enterprise tiers require a one-time onboarding fee (typical ranges: $3,000 for Marketing Pro and $7,000 for Marketing Enterprise; Sales/Service Pro $1,500, Enterprise $3,500).
4. Add-ons & newer hubs
   If you need Commerce Hub seats (e.g., for quoting/approvals), expect additional per-seat costs; HubSpot also offers AI tools through the use of HubSpot Credits. Factor these as add-ons, not base.

HubSpot Cost Notes to Remember

• Annual vs monthly and promos: First-year, pay-annually deals can drop Starter to $9/seat, but assume standard pricing when forecasting beyond year one.
• Taxes and region: All pricing shown in USD; taxes may apply.
• Seat definitions matter: Sales/Service “seats” unlock advanced features; Core and View-only seats behave differently. Assign the right users to the right seat type to avoid surprise costs.
• Contacts creep: Going from 2,000 to 20,000 marketing contacts adds multiple price bands. Keep your marketing contacts clean to control costs

What's the Difference Between HubSpot Academy and HubSpot Training?

According to HubSpot, HubSpot Academy "aims to educate users on the HubSpot software, so they can market, sell, and grow an inbound business." This is done through a wide range of free courses and certifications.

So you might be wondering: What's the difference between getting HubSpot certifications and engaging in paid training with a company like IMPACT?

They actually complement each other:

• HubSpot Academy Certifications provide a fantastic high-level overview of what's possible in HubSpot and teach you the fundamental principles of the tools. We still recommend them to clients.
• Hands-On HubSpot Training is completely customized to your business and priorities. A tool is just a tool, but training teaches you how to apply it to your specific use case, following best practices. We work with you to embed these tools and processes into your company's daily operations so you can make changes and continue to grow long after the training is over

What Does HubSpot Training Look Like with IMPACT?

When you start your journey with us, technology training begins from day one.

Here are three major things HubSpot Training with IMPACT tackles:

1. Audit and Alignment: The first step is always an audit. Do you have the right tools you need for the journey? Do you have the right people in place to use them? We answer these questions first.
2. Reporting Foundation: We start with reporting to establish a baseline. This helps us see what's working, identify data gaps, and determine our priorities. If data is missing (for example, sales data lives in another system), we work to fix that connection.
3. Deep Dive into Processes: Once the foundation is set, we go deeper into using HubSpot for every part of your business: marketing campaigns, your sales process, and website optimization.

This process takes time, and that's okay! Adopting new tools involves changing human behavior, which is why a typical engagement lasts 18-24 months. 

We're not just setting up software and waving goodbye. We're rolling out new processes, training your team, measuring performance, and adapting along the way.

What Are the Most Common HubSpot Training Problems?

Even with the best tools, challenges will arise. Here are some common problems we see and how to prepare for them.

• Problem: Tool Integration and Tracking. A common issue is making sure all of your tools work well together and send data to HubSpot correctly. If another system is bringing in leads that HubSpot cannot "see," you lose visibility into their journey.
  • How to avoid it: Address tool connectivity and tracking challenges early. Sometimes this means finding a better-integrated tool. For example, HubSpot's native texting capabilities aren't strong, so we'd recommend finding a dedicated texting platform that integrates well with HubSpot.
• Problem: Lack of Internal Ownership. Training isn't a good fit if your company doesn't have the internal resources or bandwidth to own and manage the platform yourselves. We teach your team how to do the work, rather than doing it for you. If you're looking for an agency to run your HubSpot portal for you, we're not the right fit.
• Problem: Employee Turnover. High turnover can be a challenge when you're investing in training specific people.
  • How to address it: We mitigate this by focusing on creating documentation and repeatable processes. We use tools that automatically create "how-to" guides as we work, so that knowledge stays with the company even if an employee leaves.

What Changed This Year (2025 Updates)

HubSpot in 2025 feels less like a pile of tools and more like a team that works with you. AI “teammates” now help with prep, writing, follow-ups, and quality checks. Your people spend less time on busywork and more time on the work that moves revenue.

Marketing gets a single workspace to plan, create, approve, launch, and measure campaigns. Fewer hand-offs. Faster launches. Clearer results you can trust.

Data got a big upgrade. It’s easier to bring in outside data, clean it up, and use it for targeting, automation, and reporting. Leaders get cleaner dashboards and more confident forecasts.

Sales and service productivity took a step forward. Automatic notes and recaps cut admin time. Signals like deal risk and buying intent help managers coach to what matters. The goal is simple: more selling and better customer follow-through.

Bottom line: 2025 is about speed and clarity. HubSpot uses AI to handle the grunt work, gives your team one place to run campaigns, and makes your data more useful so that you see impact faster.

HubSpot Training FAQs

1. What is HubSpot training?

   It's a process of ensuring you have the right tools and then learning the best practices for using those tools to achieve your specific business goals, ultimately saving time and money.

2. Why can't my team just learn on their own with HubSpot Academy?

   They should definitely use HubSpot Academy for a great high-level overview. Hands-on training complements this by being completely customized to your business needs, processes, and priorities.

3. What exactly is a CRM?

   A Customer Relationship Management system is a central database for all your contact and customer information, tracking every interaction from their first website visit to post-purchase.

4. Who on my team actually needs to use the CRM?

   Ideally, marketing, sales, and leadership should all use it to get a complete view of the customer journey and business performance.

5. Can we implement Endless Customers without a CRM?

   No. A good CRM is the essential vehicle for executing the strategy and proving that it's working.

6. If we already have HubSpot, do we still need training?

   Yes. Many companies with HubSpot are either paying for tools they don't use or aren't using their current tools effectively to support their goals. Training focuses on optimizing your current investment for ROI.

7. How long does comprehensive HubSpot training actually take?

   Because it involves changing processes and human habits across multiple teams, a comprehensive training engagement typically takes 18-24 months to fully implement and see results.

8. Who's a good fit for HubSpot training?

   A company that wants to take ownership of its tools and processes internally is a great fit for HubSpot Training. If you have the team bandwidth and desire to learn how to run your marketing and sales systems yourself, you're a good candidate.

9. Who's NOT a good fit for HubSpot training?

   Companies that don't have the internal resources to dedicate to learning and doing the work aren't a good fit. If you're looking for an agency to do the work for you, our training model isn't the right solution.

How Can My Business Get Started With HubSpot Training?

Technology for your business doesn't have to be frustrating or outdated.

Yes, redoing your entire tech stack can feel like a daunting task. But here's what we know after working with hundreds of companies: 

It's worth it. 

A modern, streamlined system saves you money in the long run and empowers your team to do their best work.

If you're ready to build a team that's confident and autonomous in HubSpot, here's where you can go from here:

• Coaching and Training
  Work side by side with our team to audit your portal, align roles, build real dashboards, and train in your live account so the changes stick.
• Marketing Readiness Assessment
  Get a quick score on your tools, data, reporting, and team skills, plus a clear plan for your next ninety days.
• Join IMPACT+
  Access courses, resources, and active community support to keep your team learning between trainings.

We're always here to help if you have any questions! Feel free to reach out.