CRM module in a business suite

HubSpot Sales Hub

CRM

Every verdict, with its evidence

Core objects

In full

Deals, contacts, companies and activities (calls, meetings, tasks, notes, emails) are separate object types in the shared HubSpot CRM data model, and records of different object types can be associated with one another. Associating a company or contact to a deal is optional rather than mandatory at creation.

Source: https://knowledge.hubspot.com/records/understand-objects, https://knowledge.hubspot.com/records/associate-records, https://knowledge.hubspot.com/records/create-deals

Verification: Verified

Pipeline stages

In full

Deals move through an ordered set of deal stages within a pipeline. Stages can be added, renamed and dragged into a new sequence position, and each stage carries a probability used for weighted amounts.

Source: https://knowledge.hubspot.com/object-settings/set-up-and-customize-your-deal-pipelines-and-deal-stages

Verification: Verified

Status

In part

HubSpot's deal stage settings carry one Deal probability control: a numeric percentage for open stages, plus two special selections, Won and Lost, that mark a stage closed. HubSpot documents that moving a deal into a stage set to Won automatically sets its probability to 100%, and into a stage set to Lost sets it to 0%. That same move is what updates the deal's own Is closed won and Is closed lost properties. The open-or-closed answer is readable directly on the deal record, but it originates from the stage's own probability setting rather than from an attribute the deal carries independently of any stage.

Source: https://knowledge.hubspot.com/properties/hubspots-default-deal-properties, https://knowledge.hubspot.com/object-settings/set-up-and-customize-your-deal-pipelines-and-deal-stages

Verification: Verified

Resolution

In part

The same mechanism carries the outcome. Is closed won and Is closed lost are two properties on the deal, non-overlapping, set automatically when the deal moves to whichever stage has Deal probability set to Won or Lost. Because they never overlap, HubSpot's own sales velocity report can read the outcome directly and correctly - it is documented as showing the percentage of deals that become closed won. The outcome is not held as an attribute independent of the stage: it is materialized from the same stage-level probability setting that also decides open-or-closed, so this scores the same way as a single field carrying both facts.

Source: https://knowledge.hubspot.com/properties/hubspots-default-deal-properties, https://knowledge.hubspot.com/object-settings/set-up-and-customize-your-deal-pipelines-and-deal-stages, https://knowledge.hubspot.com/reports/create-sales-reports-in-the-sales-analytics-suite

Verification: Verified

Actual close date

In full

HubSpot ships a single Close date property described as the day the deal is expected to close or was closed, so one field serves both purposes rather than the settled date living in its own field. The vendor documents that moving a record into a closed stage updates Close date to today's date by default, which is the automatic stamp; the same article notes the behavior can be switched off per pipeline.

Source: https://knowledge.hubspot.com/object-settings/set-up-close-date-automation-for-objects

Verification: Verified

Record preservation

In full

Closed deals stay as records and stay inside HubSpot's own reporting. The sales analytics suite documents a Deals won and lost report counting won and lost deals by user or team, a Deal loss reasons report reading the closed lost reason on deals in a closed lost stage, and a sales velocity report measuring the share of deals that become closed won.

Source: https://knowledge.hubspot.com/reports/create-sales-reports-in-the-sales-analytics-suite

Verification: Verified

Structured lost reasons

In full

A dedicated Closed lost reason deal property records why a deal was lost, and a native Deal loss reasons report groups closed lost deals by that property. The default field type is multi-line text; the property can be converted to a dropdown select, or a custom dropdown property used instead, provided the existing property holds no data and is not used as a conditional property.

Source: https://knowledge.hubspot.com/properties/hubspots-default-deal-properties, https://knowledge.hubspot.com/reports/create-sales-reports-in-the-sales-analytics-suite, https://community.hubspot.com/t5/Tips-Tricks-Best-Practices/How-to-create-a-dropdown-for-closed-lost-reason/m-p/744033

Verification: Verified

Email sync

In full

A connected personal inbox lets users send one to one email from CRM records and logs replies back onto those records. Mail composed in Gmail or Outlook is logged into the CRM by HubSpot's own Chrome extension or Outlook and Office 365 add-ins, and a super admin can switch on logging by default for all users. Constraint worth noting: an incoming message that is not a reply to a thread already logged does not log automatically and needs manual logging.

Source: https://knowledge.hubspot.com/connected-email/connect-your-inbox-to-hubspot, https://knowledge.hubspot.com/connected-email/track-and-log-emails-with-the-hubspot-sales-chrome-extension, https://knowledge.hubspot.com/connected-email/log-email-replies-in-the-crm

Verification: Verified

Calendar sync

In full

Calendar sync works in both directions on the meeting activity object: a meeting scheduled in HubSpot is written to the connected Google or Outlook calendar and logged on the record, and an event created on the external calendar with an existing contact as guest appears on that contact's timeline. Constraints: only the user's primary calendar syncs, private events are excluded, and the separate task to calendar sync is one way only.

Source: https://knowledge.hubspot.com/integrations/use-hubspots-integration-with-google-calendar-or-outlook-calendar, https://knowledge.hubspot.com/tasks/sync-tasks-to-your-google-or-outlook-calendar

Verification: Verified

Schedulable activity types

In part

Calls, meetings, tasks, notes and emails can all be created or scheduled from inside a record, with due dates, reminders and assignment. Call and meeting types are user-definable by a super admin, up to 100 per account, and are reportable. Task types, however, are a fixed set of Call, Email and To-do; a long standing HubSpot Ideas request to make task types customisable remains undelivered. Internal operational work therefore has to be modelled as a To-do task with a descriptive title rather than as its own activity type.

Source: https://knowledge.hubspot.com/records/manually-log-activities-on-records, https://knowledge.hubspot.com/meetings-tool/how-do-i-create-and-use-call-and-meeting-types, https://knowledge.hubspot.com/tasks/create-tasks, https://community.hubspot.com/t5/HubSpot-Ideas/Customize-the-Task-types/idi-p/376327

Verification: Verified

Opportunity reporting

In full

All three ship inside the product. Stage conversion: the prebuilt deal funnel report in the sales analytics suite outputs conversion rates alongside the count of deals in each stage, the number of stage skips and time spent per stage, and the custom funnel report builder takes deals and deal stages as a source; the underlying data is held, because default deal properties timestamp entry to and exit from each stage. One documented caveat: a deal that skips a stage is excluded from that stage pair's calculation, so accuracy depends on reps working the pipeline in sequence. Overall conversion: the sales velocity report is documented as showing the percentage of deals that become closed won, which is a stated rate rather than a count, with a companion deals won and lost report supplying the underlying counts by user or team. Forecast: Close date is a default deal property defined as the date a deal is expected to close, feeding both a dedicated forecast tool that projects revenue from deal amount and stage probability and several prebuilt forecast reports. None of this is a separate add-on or an external BI connection.

Source: https://knowledge.hubspot.com/reports/create-sales-reports-in-the-sales-analytics-suite, https://knowledge.hubspot.com/reports/create-new-custom-funnel-reports, https://knowledge.hubspot.com/reports/differences-between-funnel-reports-types, https://knowledge.hubspot.com/properties/hubspots-default-deal-properties, https://knowledge.hubspot.com/forecast/use-the-forecast-tool

Verification: Verified