HubSpot's sales enablement platform comes in four tiers: Free, Starter, Professional and Enterprise. What do they offer and which do you need?
HubSpot Sales Hub was created to organise your sales process, provide valuable intel on your prospects and buyers and allow you to easily track and forecast revenue based on real data. If you’re interested in finding out more about how it helps, you can read all about the benefits of HubSpot Sales Hub here.
This article has been written to help you choose the right tier of Sales Hub for your needs. It covers the features and limitations of each option — Free, Starter, Professional and Enterprise — along with pricing and advice to help you make an informed decision.
It’s worth mentioning that every tier of Sales Hub sits on top of the free HubSpot CRM, so no matter which tier you choose, or how many Sales Hub users you have, everyone within your organisation will still be able to use the CRM.
1. An overview of HubSpot Sales Hub Free
The entry-level Sales Hub, guaranteed to leave you wanting more.
The good news is that if you opt to start with HubSpot Sales Hub Free and begin to find the limitations frustrating, upgrading is very simple and whilst there are significant savings to be made if you pay annually, all levels of Sales Hub can be bought on a monthly subscription.
Who it’s for
For me, Sales Hub Free is for small organisations who are just starting out but have the vision to implement a set of sales tools that will help you grow (and grow with you). If you use it properly, you will quickly hit the limitations and see enough value to make upgrading a no brainer.
Email open/click notifications, which are capped at 200 in Free, make a huge difference to how you prioritise active prospects. Once you hit that 200 barrier, you’ll feel like you’re flying blind for the rest of the month. My advice — skip Free and consider one of the paid options.
Pricing
Sales Hubs Free is (of course) free.
Sales Hub Free features:
|
Feature |
Notes |
Limits in Sales Hub Free |
|
HubSpot CRM |
All features of the HubSpot CRM |
None |
|
Live chat |
Chat 1:1 with web visitors |
None |
|
Calling |
Call with HubSpot — calls are recorded and logged automatically |
15 mins per user per month |
|
Email scheduling |
Schedule email send times |
None |
|
Email Tracking/Notifications |
Alerts when prospects interact with your emails |
200 per user per month |
|
Email Templates |
Provide your team with templates of your best-performing emails |
5 templates per account |
|
Snippets |
Reusable answers to common questions |
5 snippets per account |
|
Documents |
Build a library of trackable sales documents |
5 documents per account |
|
Meeting Link |
Allow prospects to easily book meetings |
1 meeting link per user |
|
Reporting Dashboards |
Visibility of detailed sales metrics and trends |
3 dashboards per account |
|
Deal Pipeline |
Track deal flow and forecast better |
1 pipeline per account |
|
Custom Properties |
Track data points specific to your prospects |
10 properties per account |
2. HubSpot Sales Hub Starter
Sales Starter gives you access to more of all the things you loved about Sales Hub Free — more templates, more documents, more meeting links.
You’ll also be able to start using HubSpot’s Quote functionality. The addition of unlimited notifications means your team can begin to prioritise active leads, and the extra dashboards mean no more scrabbling around to gather data when the CEO wants to see the numbers.
Overall, it’s an excellent addition to your sales tech stack.
Who it’s for
Sales Starter is primarily for small, growing teams with limited reporting needs and limited sales collateral to manage. It’s a great start on your HubSpot journey and in my experience, one that most sales organisations use as a stepping stone to Sales Hub Professional.
It’s a great set of tools that will help you enhance productivity and start to understand your prospects and pipeline, but if you are serious about growth, you’ll want to consider Sales Hub Professional.
Pricing
- Annual billing is currently £403.20 per seat.
- Also available as a monthly subscription at £42 per user.
- Further discounts are available if you buy Growth Suite (Marketing+Sales+Service Hubs).
Sales Hub Starter features:
|
Feature |
Notes |
Limits in Sales Hub Starter |
|
HubSpot CRM |
All features of the HubSpot CRM |
None |
|
Live chat |
Chat 1:1 with web visitors |
None |
|
Calling |
Call with HubSpot — calls are recorded and logged automatically |
8 hours per user per month |
|
Email scheduling |
Schedule email send times |
None |
|
Email Tracking/Notifications |
Alerts when prospects interact with your emails |
Unlimited |
|
Email Templates |
Provide your team with templates of your best-performing emails |
1,000 templates |
|
Snippets |
Reusable answers to common questions |
1,000 snippets per account |
|
Documents |
Build a library of trackable sales documents |
1,000 documents per account |
|
Meeting Link |
Allow prospects to easily book meetings |
1,000 meeting links |
|
Reporting Dashboards |
Visibility of detailed sales metrics and trends |
10 dashboards per account |
|
Deal Pipeline |
Track deal flow and forecast better |
2 pipelines per account |
|
Custom Properties |
Track data points specific to your prospects |
1,000 properties per account |
|
Goals |
Measurement through period-based quota tracking |
Limited to basic monthly revenue goals |
|
Multiple Currencies |
Use multiple currencies in your sales process |
5 currencies per account |
|
Integrate your call provider |
Native integration with selected VOIP providers |
None |
|
Productivity Reporting |
Track use of templates and calling |
None |
|
Chat/Email Routing |
Automatically assign incoming chat and team emails to the right rep |
None |
|
Sales Automation |
Trigger tasks and notifications based on deal movement through your pipeline |
None |
|
Quotes |
Easily create and share proposals with your prospects |
Not associated with a product library. No integration with eSignature or payments tool |
3. HubSpot Sales Hub Professional
Sales Hub Pro is where the real power of HubSpot starts to kick in.
The addition of 1:1 video and sequences will level up your sales team's outreach, while the Account-Based Selling tools ensure you get full penetration into those key target accounts.
Who it’s for
Sales Hub Professional is for forward-thinking, professional sales teams that want to transform their sales process and take buyer-centric selling to a new level. In particular, Sales Hub Pro unlocks new sales superpowers such as sequences and automation.
Custom reporting, extra dashboards and calculated properties combine to give unprecedented visibility into what’s actually happening. Decision-making suddenly becomes data-driven and your team will see huge sales productivity gains as automation and a sales content library take away a large part of the administrative burden.
Pricing
On an annual subscription, Sales Hub Pro is priced at £3,963 for a team of five users with the option to add additional users for £741 per seat.
On a monthly subscription, it’s £410 per month for the first five users and an additional £80 per month per additional seat.
Worth noting — although the initial price point is per five users, the functionality is worth the money even if your team is smaller than five. Sequences alone can start to function as an additional BDR if used properly.
Sales Hub Professional features:
|
Feature |
Notes |
Limits in Sales Hub Pro |
|
HubSpot CRM |
All features of the HubSpot CRM |
None |
|
Live chat |
Chat 1:1 with web visitors |
None |
|
Calling |
Call with HubSpot — calls are recorded and logged automatically |
16 hours per user per month |
|
Email scheduling |
Schedule email send times |
None |
|
Email Tracking/Notifications |
Alerts when prospects interact with your emails |
Unlimited |
|
Email Templates |
Provide your team with templates of your best-performing emails |
1,000 templates |
|
Snippets |
Reusable answers to common questions |
1,000 snippets per account |
|
Documents |
Build a library of trackable sales documents |
1,000 documents per account |
|
Meeting Link |
Allow prospects to easily book meetings |
1,000 meeting links |
|
Reporting Dashboards |
Visibility of detailed sales metrics and trends |
25 dashboards per account |
|
Deal Pipeline |
Track deal flow and forecast better |
15 pipelines per account |
|
Custom Properties |
Track data points specific to your prospects |
1,000 properties per account |
|
Goals |
Measurement through period based quota tracking |
Limited to basic monthly revenue goals |
|
Multiple Currencies |
Use multiple currencies in your sales process |
30 currencies per account |
|
Integrate your call provider |
Native integration with selected VOIP providers |
None |
|
Productivity Reporting |
Track use of templates and calling |
None |
|
Chat/Email Routing |
Automatically assign incoming chat and team emails to the right rep |
None |
|
Sales Automation |
Trigger tasks and notifications based on deal movement through your pipeline |
None |
|
Quotes |
Easily create and share proposals with your prospects |
100 quotes per deal |
|
Qualifying Chatbot |
Qualify web leads with a chatbot before handing over to your team |
None |
|
Workflow Extensions |
Trigger actions and pass data to other tools you have integrated with HubSpot |
None |
|
Email Sequences |
Automate prospecting and follow up emails |
1,000 sequences — 500 email sends per user per day |
|
eSignature |
Digital signatures for your quotes |
10 signatures per user per month |
|
Deal stage, task, and lead rotation automation |
Automate your sales process and remove tedious admin |
300 workflows |
|
Smart send times |
Send emails when individual prospects are more likely to open them |
None |
|
Salesforce integration |
Sync data between HubSpot and Salesforce |
1,000 field mappings |
|
Required fields |
Define fields that must be filled in to complete actions |
None |
|
Custom reporting |
Create custom reports on your sales process and activities |
100 custom reports |
|
1:1 Video creation |
Record and send personalised videos from inside HubSpot |
None |
|
Lead Scoring |
Create rules-based scoring criteria. Use your scores to segment lists, trigger automation, and focus your outreach |
5 scoring properties |
|
Teams |
Partition your data, rotate leads and report on team performance |
10 teams |
|
Products |
Build a product library to use on quotes and in your reporting |
None |
|
Slack Integration |
Create notifications and share data in Slack |
None |
|
Calculated Fields |
Build fields that perform calculations such as commission |
5 calculated properties |
|
Record customisation |
Add additional sections to your views of contacts, companies and deals |
20 custom views per object type |
|
Target Accounts Home |
Overview dashboard for your key target accounts |
None |
|
Company Scoring |
Score companies based on properties |
5 scoring criteria |
|
Account overview |
Review account-level metrics and deal progress |
None |
4. HubSpot Sales Hub Enterprise
Enterprise is the big daddy of the Sales Hub, taking everything you loved from Sales Pro and adding powerful new tools.
Experience Playbooks, Predictive lead scoring and hierarchical team structures, as well as more calculated properties, more reporting and a higher cap on your outbound sequence sends.
Who it’s for
Enterprise is for serious sales leaders who want complete visibility and control of their sales process, content, activity and pipelines.
Don’t be fooled by the name. Although it was built for large sales teams with complex structures and multiple pipelines, Sales Hub Enterprise is just as applicable to an ambitious SMB as it is to an enterprise sales organisation.
Tools like Interactive Playbooks and call transcription give you the ability to coach your team and dramatically cut ramp time for new hires. Conditional Record Customisation means your team only sees the data they need to see at each stage of your sales process. You can automate your quote approval structure based on specific thresholds and report and analyse any part of your sales process.
Pricing
At the moment, Sales Hub Enterprise is billed annually at £11,880 for a team of up to 10, with additional users at £1,176 per year.
Sales Hub Enterprise features:
|
Feature |
Notes |
Limits in Sales Hub Enterprise |
|
HubSpot CRM |
All Features of the HubSpot CRM |
None |
|
Live chat |
Chat 1:1 with web visitors |
None |
|
Calling |
Call with HubSpot — calls are recorded and logged automatically |
33 hours per user per month |
|
Email scheduling |
Schedule email send times |
None |
|
Email Tracking/Notifications |
Alerts when prospects interact with your emails |
Unlimited |
|
Email Templates |
Provide your team with templates of your best-performing emails |
1,000 templates |
|
Snippets |
Reusable answers to common questions |
1,000 snippets per account |
|
Documents |
Build a library of trackable sales documents |
1,000 documents per account |
|
Meeting Link |
Allow prospects to easily book meetings |
1,000 meeting links |
|
Reporting Dashboards |
Visibility of detailed sales metrics and trends |
50 dashboards per account |
|
Deal Pipeline |
Track deal flow and forecast better |
50 pipelines per account |
|
Custom Properties |
Track data points specific to your prospects |
1,000 properties per account |
|
Goals |
Measurement through period based goals |
Track revenue and activity goals |
|
Multiple Currencies |
Use multiple currencies in your sales process |
200 currencies per account |
|
Integrate your call provider |
Native integration with selected VOIP providers |
None |
|
Productivity Reporting |
Track use of templates and calling |
None |
|
Chat/Email Routing |
Automatically assign incoming chat and team emails to the right rep |
None |
|
Sales Automation |
Trigger tasks and notifications based on deal movement through your pipeline |
None |
|
Quotes |
Easily create and share proposals with your prospects |
100 quotes per deal |
|
Qualifying Chatbot |
Qualify web leads with a chatbot before handing over to your team |
None |
|
Workflow Extensions |
Trigger actions and pass data to other tools you have integrated with HubSpot |
None |
|
Email Sequences |
Automate prospecting and follow up emails |
1,000 sequences — 1,000 email sends per user per day |
|
eSignature |
Digital signatures for your quotes |
30 signatures per user per month |
|
Deal stage, task, and lead rotation automation |
Automate your sales process and remove tedious admin |
1,000 workflows |
|
Smart send times |
Send emails when individual prospects are more likely to open them |
None |
|
Salesforce integration |
Sync data between HubSpot and Salesforce |
1,000 field mappings |
|
Required fields |
Define fields that must be filled in to complete actions |
None |
|
Custom reporting |
Create custom reports on your sales process and activities |
500 custom reports |
|
1:1 Video creation |
Record and send personalised videos from inside HubSpot |
None |
|
Lead Scoring |
Create rules-based scoring criteria. Use your scores to segment lists, trigger automation, and focus your outreach |
25 scoring properties |
|
Teams |
Partition your data, rotate leads and report on team performance |
300 teams |
|
Products |
Build a product library to use on quotes and in your reporting |
None |
|
Slack Integration |
Create notifications and share data in Slack |
None |
|
Calculated Fields |
Build fields that perform calculations such as commission |
200 calculated properties |
|
Record customisation |
Add conditional sections to your views of contacts, companies and deals |
None |
|
Target Accounts Home |
Overview dashboard for your key target accounts |
None |
|
Company Scoring |
Score companies based on properties |
25 scoring criteria |
|
Account overview |
Review account-level metrics and deal progress |
None |
|
Hierarchical teams |
Organise users by team, region, brand etc. |
None |
|
Predictive lead scoring |
AI-based close predictions |
None |
|
Playbooks |
Create interactive sales playbooks to ensure faster ramp time and consistent best practice |
1,000 playbooks |
|
Single sign-on |
Enhanced security and access control |
None |
|
Webhooks |
Use webhooks to send data to your other tools |
None |
|
Quote based workflows |
Automated quote approval based on thresholds — stay in control of deals and discounts |
None |
|
Recurring Revenue tracking |
Manage and track MRR/ARR |
None |
|
Call Transcription |
Automated transcription of your sales calls |
English only |
|
User Roles |
Control access to functionality and data by role |
None |
|
Field-level permissions |
Control who can update certain data fields |
None |
Which is the sales enablement platform for you?
What sets Sales Hub head and shoulders above the chasing pack is HubSpot's constant investment in development and the focus on data-driven improvements. This year alone has seen the launch of a swathe of tools to aid account-based selling, a seriously advanced sales analytics module and conditional views for CRM Objects.
Whatever version you choose — you’ll benefit from consistent innovation and improvement.
Sales Hub has evolved from a set of disparate (but useful) tools to a game-changing suite for sales reps, sales managers and sales enablement professionals. Selling is no longer about guesswork and hope — Sales Hub makes it about data and science.
Would you like personalised advice? Book some time with Chris or Lily and they’ll be able to help you choose the right tier for your needs, budget and requirements.
