What to track in HubSpot?

HubSpot is a vast platform, and it can be overwhelming to know where to start.

I like to use this as a framework to see how well a founder/revenue leader knows their numbers.

I recommend you set up a dashboard in HubSpot that allows you to track these metrics and be able to answer these questions.

“What gets measured gets managed”

Traffic

1. How much traffic do you get on average per month?

2. What's the split between your traffic sources?

3. What's holding you back from increasing your traffic?

4. How much do you spend on ad platforms and what's your ROAS?

Leads

1. How many leads do you get on average per month?

2. What traffic sources do they come from?

3. What percentage of leads turn into opportunities or customers?

4. What's your strategy for nurturing leads?

MQLs/SQLs

1. How many MQLs/SQLs do you get on average per month?

2. What's the split between self-reported attribution and software based attribution?

3. What traffic sources do they come from?

4. What's their typical buyer's journey?

Opportunties

1. How many opportunities do you get on average per month?

2. What traffic source drives these deals?

3. What's your average sales cycle?

Customers

1. How many new customers do you get on average per month?

2. How much traffic, leads, mqls, sqls, opportunities do you need to generate 1 customer?

3. What traffic sources drive new customers?

4. What's your CAC/LTV & nCAC/LTV ratio?

5. What's net margin on new customers?