Case Study: HubSpot achieves a 22% improvement in discovery call (IGA) performance with CommercialTribe

HubSpot - Customer Case Study

HubSpot, the fast-growing inbound marketing and sales software company, faced a development challenge with its SMB sales team: mostly young sellers and first‑time millennial managers racing against monthly quotas, making it hard to coach skills like high‑quality discovery calls (the Inbound Growth Assessment). Operations lacked a consistent way to measure rep strengths and gaps or a clear path for coaching to build the attributes of a successful HubSpot seller.

Partnering with CommercialTribe, HubSpot calibrated a custom assessment map, collected baseline recordings, and used structured coaching guides plus a “highlight reel” to drive focused 1:1 and team coaching. The program lifted IGA performance by 22% overall (with some teams up 44%, three reps scoring perfect, and five reps improving by over 50%), created a repeatable measurement-and-coaching process, and put ongoing sales development effectively on auto‑pilot.

HubSpot

Channing Ferrer

VP Sales Operations and Strategy