Who Should Take This
The course targets sales representatives, account executives, and managers who use HubSpot or plan to adopt it. It suits professionals with basic CRM exposure seeking to certify their ability to configure pipelines, automate outreach, and generate accurate sales reports. Graduates can demonstrate measurable impact on their team's efficiency and revenue growth.
What's Included in AccelaStudy® AI
Adaptive Knowledge Graph
Practice Questions
Lesson Modules
Console Simulator Labs
Exam Tips & Strategy
20 Activity Formats
Course Outline
60 learning goals
1
CRM Fundamentals
1 topic
CRM Architecture and Data Management
- Describe the HubSpot CRM architecture including objects (contacts, companies, deals, tickets), properties, associations, and the unified activity timeline
- Configure contact and company records including custom properties, property groups, and record association rules for accurate data organization
- Apply data import and deduplication techniques to maintain clean CRM data including CSV import mapping, list imports, and merge workflows
- Describe CRM views, saved filters, and active lists for segmenting contacts and companies based on property values and engagement activity
- Analyze CRM data quality issues and recommend data hygiene practices including property standardization, required fields, and automated cleanup workflows
- Configure custom object types and associations to model business-specific data relationships beyond standard CRM objects
- Apply contact enrichment techniques using integrated data sources and manual research to maintain comprehensive contact records
- Describe CRM user permissions, teams, and preset configurations for controlling data visibility and action permissions across sales organizations
- Configure activity logging including calls, meetings, notes, and emails to maintain a complete interaction history for every contact and deal record
2
Deals & Pipeline Management
1 topic
Pipeline Configuration and Deal Tracking
- Describe deal pipeline concepts including deal stages, probability, weighted pipeline, and the relationship between pipeline and revenue forecasting
- Configure deal pipelines including custom deal stages, stage requirements, and automation rules for multi-product or multi-team sales processes
- Apply deal tracking best practices including deal creation from contacts, associating line items, setting close dates, and maintaining accurate deal amounts
- Create and manage multiple pipelines for different sales processes and configure pipeline-specific properties and automation rules
- Analyze pipeline health metrics including deal velocity, stage conversion rates, and pipeline coverage to identify bottlenecks and forecast accuracy issues
- Configure required deal properties at specific pipeline stages to enforce data discipline and ensure accurate reporting at each sales process milestone
- Apply deal scoring models using property values and engagement signals to prioritize high-probability opportunities for focused sales effort
- Describe multi-currency deal management and configure currency settings for international sales teams operating across different markets
3
Email & Sequences
1 topic
Email Tracking, Templates, and Sequences
- Describe HubSpot email tools including one-to-one email tracking, email templates, snippets, and email logging for sales communication management
- Create email templates with personalization tokens, dynamic content, and optimal formatting for high open and reply rates
- Configure email sequences including automated follow-up emails, task steps, and enrollment triggers for systematic prospect outreach
- Apply sequence optimization techniques including A/B testing subject lines, adjusting send timing, and analyzing sequence performance to improve engagement rates
- Analyze email engagement metrics including open rate, reply rate, click rate, and meeting booking rate to evaluate outreach effectiveness
- Configure email integration with Gmail and Outlook including email tracking, logging, and sidebar CRM access for seamless email-CRM workflow
- Apply snippets and canned responses for frequently used text blocks to improve response speed and consistency across the sales team
- Describe document tracking capabilities including shared document libraries, viewer analytics, and engagement notifications for content-driven selling
4
Meeting Scheduler
1 topic
Meeting Configuration and Scheduling
- Configure meeting scheduler links including available times, meeting durations, buffer times, and calendar integration with Google Calendar or Outlook
- Create round-robin and group meeting types to distribute appointments across team members and schedule multi-participant meetings
- Apply meeting scheduling best practices including embedding meeting links in emails, adding them to sequences, and using them on website pages for lead conversion
- Analyze meeting scheduling patterns and recommend optimization strategies for availability windows, meeting types, and booking page conversion rates
- Configure pre-meeting forms and qualification questions to gather prospect information before scheduled calls for better meeting preparation
5
Quotes & Products
1 topic
Quote Creation and Product Management
- Describe the HubSpot quotes tool including quote templates, line items, pricing, discounts, and e-signature capabilities
- Create and send professional quotes with customized branding, terms, payment schedules, and countersigning workflows
- Configure product library with products, pricing tiers, and billing frequencies for consistent quote generation across the sales team
- Analyze quote-to-close metrics and evaluate quoting process efficiency to identify improvements in deal acceleration
- Configure payment collection through quotes including HubSpot Payments integration and payment link generation for streamlined deal closing
- Describe quote approval workflows and configure multi-level approval chains for quotes exceeding discount thresholds or special terms
6
Playbooks
1 topic
Sales Playbook Creation and Usage
- Describe sales playbooks and their role in standardizing discovery calls, objection handling, and competitive positioning across the sales team
- Create sales playbooks with structured question frameworks, talk tracks, and competitive battle cards for consistent sales execution
- Apply playbook usage tracking to evaluate adoption rates and identify coaching opportunities for individual sales representatives
- Analyze sales conversation data and recommend playbook content updates based on win/loss patterns and common objection themes
- Configure competitive intelligence playbooks with feature comparison matrices and positioning statements for common competitive scenarios
7
Task Automation
1 topic
Tasks and Sales Workflow Automation
- Describe task management in HubSpot including task types, queues, due dates, associations, and task completion tracking for sales productivity
- Configure task automation using workflows to create follow-up tasks, reminders, and handoff notifications based on deal stage changes and contact activity
- Apply sales automation workflows to automate deal stage transitions, lead assignment, property updates, and internal notification sequences
- Analyze task completion rates and sales activity metrics to evaluate team productivity and recommend process automation improvements
- Configure task queues and prioritization rules to organize daily sales activities based on deal value, close date proximity, and engagement signals
- Describe calling tools integration including call logging, recording, transcription, and coaching features for phone-based sales activities
- Apply prospecting workspace features to organize and prioritize outreach activities across multiple channels including email, calls, and social touches
- Configure lead rotation workflows to distribute inbound leads equitably across sales representatives with weighted assignment and SLA-based follow-up reminders
8
Reporting & Analytics
1 topic
Sales Reporting and Forecasting
- Describe HubSpot sales reporting capabilities including deal reports, activity reports, forecast reports, and custom report builder
- Create custom sales reports using the report builder with data sources, filters, chart types, and grouping for team and individual performance tracking
- Configure sales dashboards with relevant KPI widgets including pipeline, activity, forecast, and goal tracking visualizations
- Apply sales forecasting techniques using HubSpot forecast tools including weighted pipeline, deal stage probability, and manual forecast categories
- Analyze sales team performance data including quota attainment, activity ratios, deal velocity, and win rates to identify coaching opportunities and process improvements
- Evaluate the alignment between marketing and sales metrics including MQL-to-SQL conversion rate, sales cycle length, and lead source attribution to optimize the revenue funnel
- Configure deal-based and contact-based attribution reporting to understand which touchpoints and content influence pipeline creation and revenue
- Describe sales goals and targets configuration including individual and team quotas, goal tracking, and progress notifications
- Apply coaching insights from sales analytics including call recordings, email performance, and activity metrics to develop targeted training plans
- Analyze customer retention metrics including renewal rates, churn indicators, and expansion revenue to evaluate post-sale account management effectiveness
- Describe revenue attribution reporting and configure multi-touch revenue attribution models to connect marketing and sales activities to closed revenue
Scope
Included Topics
- All topics in the HubSpot Sales Software Certification: CRM fundamentals and data management, contacts/companies/deals management, sales pipeline configuration, email tracking and templates, sequences and automated outreach, meeting scheduler, quotes and products, sales playbooks, task management and automation, and sales reporting and forecasting.
- HubSpot Sales Hub tools including CRM, deal pipeline, email templates, sequences, meeting links, quotes, products, playbooks, tasks, workflows, and reporting dashboards.
Not Covered
- HubSpot Marketing Hub and Service Hub functionality beyond sales alignment
- HubSpot Operations Hub data sync and programmable automation
- Sales methodology training (SPIN, Challenger, Sandler) beyond tool application
- Third-party sales tool integrations beyond basic CRM connectivity
- Enterprise sales operations including territories, advanced permissions, and custom objects
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