George B. Thomas
Big changes are coming to the HubSpot sales workspace, and this episode gets into the real tension behind them.
George, Chad, and Max unpack what happens when HubSpot replaces custom sales workspace experiences with native customer relationship management index pages. On paper, the move promises one setup, one interface, and one cleaner system. In practice, it also removes features many sales teams built their daily rhythm around. This episode is for HubSpot Super Admins, sales leaders, and revenue teams who need to understand what is changing, what is getting better, what is getting harder, and how to help their humans adapt before the switch flips.
What You Will Learn
- Why the April 27 change matters for anyone using the HubSpot sales workspace
- What teams may gain from moving to native customer relationship management index pages
- Which missing features are creating the most frustration for users
- Why lead management may be the biggest pain point in the new experience
- How Super Admins can reduce confusion through training, saved views, and better setup
- Why this may be a “break it down to build it back up” moment
One system sounds smart, until your team loses the way they work
A core theme of the episode is simple. Standardization sounds good until it interrupts real human workflows.
HubSpot is replacing custom tabs and experiences inside the sales workspace with native customer relationship management index pages. That means teams get a more unified setup. It also means they may lose some of the richer, more action-focused features that made the old workspace useful.
The hosts make it clear that this is not just a visual refresh. It is a structural shift. For teams that built habits, views, and momentum around the old setup, that shift can feel personal fast.
Admins may gain simplicity, while reps may lose speed
Chad brings one of the most important perspectives in the episode. From an admin point of view, this change has real upside.
Native index pages make it easier to create standardized views for new reps. Admins can promote views, set filters, and help teams work from a more consistent foundation. That is a big deal for onboarding and long-term management.
But for front-line reps, especially those working leads quickly, the experience may feel slower. The old workspace gave them a stronger sense of action. The new one may require more setup, more scrolling, and more education before it feels natural.
That tension matters. Better system consistency does not automatically mean a better day-to-day experience for the humans using it.
The leads experience feels like the biggest miss
As the conversation moves through the interactive walkthrough, one issue rises to the top.
Leads used to be easier to work in a queue-like motion. In the new setup, that flow appears to break down. The hosts call out that reps may no longer be able to easily “work” a batch of leads the same way they could before. Bulk actions feel more limited. Creating tasks from leads appears harder. The speed and rhythm of pre-sales work may take a hit.
That matters because leads are often where urgency lives. When a team cannot move through hot leads efficiently, that is not a small usability problem. That is a pipeline problem.
The future could still get better from here
The episode does not stay stuck in frustration.
Chad points out an important upside to HubSpot using native views. If HubSpot improves index pages in the core platform, those improvements can now flow directly into the sales workspace experience. That could remove the lag that happens when one custom tool evolves slower than the rest of the platform.
In other words, this may be a painful but strategic reset.
George frames it well near the end. Sometimes HubSpot breaks something down so it can build it back up stronger. That does not erase today’s friction, but it does offer a useful lens. Especially for teams trying to lead through change without overreacting.
Practical Next Steps
- Audit your current sales workspace before April 27 and identify what your team uses most
- Review saved views for deals, leads, and companies so reps can find what matters quickly
- Test the new sales workspace with real sales scenarios, not just surface-level clicks
- Train your team on task queues, side panels, and where key actions now live
- Pay extra attention to lead management workflows and document any gaps
- Use automation where needed to fill process holes created by removed features
- Prepare a short internal guide so reps know what changed, why it changed, and how to adapt
Who This Episode Is For
This episode is for HubSpot Super Admins, sales managers, revenue operations leaders, and sales reps who live inside HubSpot every day. It is especially helpful for teams preparing for workspace changes, trying to preserve productivity, or figuring out how to balance standardization with the way real humans actually get work done.
Change inside a tool can feel annoying fast, especially when it touches the habits your team depends on.
But this episode is a good reminder that frustration and possibility can exist at the same time. Look closely. Test what is true. Train your humans well. Then decide how to move forward with clarity instead of panic.
Reflect on what your team actually needs this week, then go build around that.
TRANSCRIPT
George B. Thomas: Yeah, it's that execution part that's key. I'm just saying. What's up, hub? Heroes. Uh, welcome back to another episode of the Hub Heroes Podcast. I'm George B. Thomas. Of course. I'm here with Chad and Max and, um. Listen, if you've been paying attention for the last few episodes, you know that we've been going deep on HubSpot record customization, uh, because we believe that you need to know how to take your CRM, uh, and make it so it actually works for the way.
Your humans work, George, why are you talking like that? Anyway, today we're talking about a, a different conversation that needs to, uh, be had. I'm not sure how it's gonna go, uh, but HubSpot has just put a date on the calendar that every single sales hub user. Needs to know about April 27th. We are talking about that in the Green Room chat, April 27th.
That ladies and gentlemen, is only 28 days. Well, from the time of this recording, whenever you're listening this, it might be 27 or 26 days, depending upon how quick Noah is on editing this and getting it out to the world. But on that day. Uh, on April 27th, HubSpot is flipping the switch on the sales workspace for every account that has been using it before last August.
The custom prospects tab, the custom deals tab, the task playlist you've built, all of that is being replaced. With native CRM indexes. Anyway, here's the thing. This isn't just a UI fresh. This is HubSpot saying we had two parallel systems and we're making it one literally HubSpot's words out of the update.
By the way, um, guys, on paper, this sounds great. One setup, one interface, one experience, but. There are humans out there who have built their entire sales workflow around the way that it works right now, and some of them are not happy about the change. I'm gonna just lightly touch on this. There's literally a thread I shared with you guys before the show in Slack, uh, from HubSpot community, calling this a major step backwards.
People saying it's feature removal, disguises innovation. By the way, I had chat, GBT summarize, um. The Post, I literally had to ask it a follow up question of are there any positive statements in this post? Because it just kept shooting out negatives, negative negatives, which I don't necessarily wanna get into.
Um, but today we're gonna unpack all of it because Chad, you and your team got like early access and so. I I have some questions and we're just gonna have a conversation around it, but you're actually behind the scenes. Chad, the one who brought up this topic, 'cause I was in Slack, like, Hey cars, uh, what you wanna talk about?
And um, you said, how about the changes to sit? And I don't know. Now looking back if you're like, let me throw a big stick of dynamite into the show, or you are like, we, we need to have a valuable conversation. But, but before we dig into this one, like. What are you seeing? Where's your brain at? Like, how, how, how are we gonna conversate about this moving forward today, Chad?
Chad Hohn: Yeah. Well for me, I mean like my team, I had recently this year put them, uh, moving to to rat ai. Put them on the sales workspace as one of the things that I rolled out for everybody, just to give our sales reps just a home base. Hey, we had kind of a little bit of a disparate thing. Sometimes people were jumping into HubSpot.
They would have deals in HubSpot, but they'd like kind of do their own thing and keep track of stuff and then jump into HubSpot when it's time to do deal reviews and stuff, right? So now, boom, rollout sales workspace. And now they have a home base. They have some views that say, these are my deals that need updates.
These are my deals that, you know, um, that, uh, all of my deals, these are my open deals this year. These are my closed one deals. You know, like the, just the standard things that you would do, you can do in an index view. But the sales workspace had a little bit of a thicker row, which was. Nice for the reps when they're trying to do actionable things in there.
And then the sidebar was a nice, big, thick daddy as well. It would come out and have like a double wide sidebar so you could actually like view the activities in there without having to leave the page you're on. So for actionable things, it was pretty helpful. It had like a. Deals stage ticker, uh, you know, the stage progression custom card in there, and some AI features as well.
Like what's the, you know, the, it's like the insights feature for deals, uh, of the AI features. So it had like some pretty useful things. We got 'em in there. And I think just talking about all of this like is, well now we're switching to the index pages in all of the different tabs. That's the general idea.
I think we can talk about this from the perspective, like, well, I understand why HubSpot's doing what they're doing, but it's leaving a void of some of the really useful things that you now cannot completely recreate inside the sidebar. And my thoughts and fear is that the customer success workspace is gonna get the same treatment here shortly.
George B. Thomas: oh.
Chad Hohn: But maybe not, because the things they did in the customer success workspace were a little bit more modular, using more native stuff compared to the sales workspace. Sales workspace was their first stab at this. And so it's very rigid, very hard coded. Um, but the, yeah, we've lost some features, uh, especially like in the leads tab.
Was, is really, really, really unusable for a lot of people I think. Um, on the new one, so anyway.
George B. Thomas: so I, I'm gonna get to a question here in a minute. Um, uh, 'cause I wanna, I wanna get Max and Chad both of your thoughts on like, is this a scenario of break it down to make it better? We'll talk about that. Or is, is this a scenario where you think it's No, that this is just a new thing, George, but listen, the community backlash is.
Real. Um, just a couple things. Uh, in the post you removed the reason this tool existed, this is a major step backward. You turned a workflow tool into navigation. It lost most of its value. Uh, you were close, then went backwards. Like it just keeps, like, it's crazy. Here's the thing though, what I wanna ask. Are humans. Oh, oh, oh, hang on, hang on, hang on.
Max Cohen: No, no, I'm, I'm, I'm just trying to, oh, sorry. I thought you were looking at me
George B. Thomas: are they, are they scared of change? Because I'm, I'm genuinely asking this, by the way, guys, are they scared of change? And that's why there's the backlash? Because I can see it both ways. Like, or, or is this, does it deserve what it's getting right now?
Max Cohen: I am trying to understand the, what is the biggest things that people are like angry about because I'm, have you guys walked through the new. Um, like the page that they have explaining every single thing. They have this like, really cool, like interactive, like walkthrough.
Chad Hohn: yeah. Yeah. Mm-hmm. Mm-hmm.
Max Cohen: And is it, are people saying the deals and leads, tabs were going away?
Or what was the, what was the, what's the biggest gripe that people have with it right now?
George B. Thomas: Chad thoughts.
Chad Hohn: Yeah, I mean, I think it's just that you're stuck with the index card functionality, which doesn't completely recreate the additional functionality that was added in the double thick sidecar side card. That was a little bit more difficult to configure on the sales workspace.
Max Cohen: so you're so like, I'm in like a, I'm in like a a,
George B. Thomas: way, by the way, did Max, you said something about an interactive walkthrough.
Max Cohen: yeah. If you
George B. Thomas: I haven't seen an interactive walkthrough.
Max Cohen: Oh, bring it to it. My guy.
George B. Thomas: do you have, do you have like that? Can you
Max Cohen: gonna send you the thing and we can literally go through the whole thing together.
George B. Thomas: yeah. Send me
Chad Hohn: It's where it says, prepare your team offers.hubspot.com/sales
Max Cohen: the, I just put it in the hubs bureaus here at Slack. Let's go look at it.
Chad Hohn: Take a look. See, do.
Max Cohen: we might
George B. Thomas: I don't know if everybody's seen this part. Oh, oh, I have seen this page. I didn't interact with this page, but I
Max Cohen: Go scroll down to see where it says, see what's changing, and you can hit the demo and you can full screen it and share your screen.
George B. Thomas: See what's changing. I'm gonna control FC, uh, C demo. Interactive demo. That's what you're probably
Chad Hohn: They added.
George B. Thomas: Okay? Okay. Yep. Let me
Chad Hohn: of extra things in there, which I feel like are pretty helpful
George B. Thomas: Okay. Okay. Okay. So let me, uh, do this and this and boom. Modern technology, ladies and gentlemen.
Max Cohen: Full screen. Full screen
George B. Thomas: oh, uh, oh. Oh, uh,
Max Cohen: top right?
George B. Thomas: right here. You want me to hit this Max?
This top right, right here.
Max Cohen: Yeah, hit it. Hit it
George B. Thomas: By the way, if you're listening to the audio version of this, this is definitely one that I'm gonna have to make sure it
Max Cohen: Watch it on the YouTube guys.
George B. Thomas: watch it on YouTube. Okay.
Chad Hohn: Gets to the tubes.
George B. Thomas: new Sales Workspace. Click through this interactive demo to understand all the key changes we made, HubSpot, not us, by the way, and how they may affect your sales workflows.
Okay. Start
Max Cohen: real quick. Pause real quick. Chad, is there a reason I'm looking at mine and I don't see leads? Is it just because I don't have like
Chad Hohn: it's, you don't have the leads object turned on. Yeah. So it'll be off. Yeah.
Max Cohen: portal.
Chad Hohn: Mm-hmm. Mm-hmm.
George B. Thomas: Okay, so we get a summary. Uh, let's start the summary page. The summary page has been redesigned to let end users personalize the layout to suit their workflows. Okay, so obviously this is customizable, probably lightly customizable, but we're seeing things like tasks, high priority to-dos calls, emails. I can start a task, I can create a task, outreach activities.
Very nice. Okay. Um, so far so good, right? Yeah. Okay. All right. Next, by the way, of next of 38. Um, okay. You can now freely reorder cards through drag and drop. Nice. That's nice. Uh, or collapse cards to stow them away. Beautiful. Okay. Oh, we now we're gonna, we added two new cards, follow up on meetings and recently stalled deals to automatically flag important reoccurring action items.
Max Cohen: Seems helpful.
George B. Thomas: This feels very valuable right here.
Chad Hohn: yeah, this is really good because now if you are, especially if you're using the HubSpot meeting recorder for your sales team, it comes up with action items. It comes up with a follow up email that it can help you generate based on all those AI data settings that we need to revisit at some point.
The brand voice, the ICP, the products and services, like it's aware of all that, right? And so now it's scanning your meetings with all that. By the way, there's also a really cool new AI feature that dropped recently about deal properties and being able to try to have it auto fill all your deal properties.
Based on the deal properties description and you turn it on and it will take credits eventually. But man, how awesome is it that you have meetings, your reps do their job, you want extra data, but you don't wanna just like demoralize their souls and make them click a bunch of buttons in the CRM and we can just slurp it up out of the meeting transcripts, you know,
Max Cohen: Yep.
George B. Thomas: slurp it up. By the way, can I just say there was something at the very beginning that you said of this part right here is like, if you're using the HubSpot call recorder, and if you're not, what's the matter with you right now? Like that thing has gotten so good with the power that it Oh my gosh. Like, uh, listen, there was a time that I paid for a voma.
Chad Hohn: Mm-hmm.
George B. Thomas: by the way, VOMA,
Max Cohen: what a voma stood for?
George B. Thomas: What?
Chad Hohn: it's
Max Cohen: very, a very organized meeting assistant.
George B. Thomas: Oh, nice. Well, I love you, but I canceled you months ago because of everything that HubSpot Notetaker and Call Recorder has been doing. Um, because it's, it puts the unstructured data right in my portal where I need it to be anyway. Um, okay, so if, if you're not using that, use that 'cause then everything that we're talking about here that seems.
Pretty dang valuable. All right, moving on. Next, uh, suggested tests. Guided actions have been renamed to suggested tasks and have become smarter. They will only appear when relevant and will disappear when they grow stale.
Max Cohen: I like that they're naming things. I like that they're, hold on. I like that they're naming things. Things that we're already familiar with, right? Like, this is good without it like meaning something different. You know what I mean? Like, you know, this can turn into like a real task, right? So like calling it a task, oh, is it an action or is it a task?
Right? Smart move here,
George B. Thomas: I love the idea of it, just like, 'cause by the way, we're, we're fundamentally bad at, and one of the things that we ask for our call recordings is, can you give me a list of stuff that I can do? 'cause by the way, I was actually watching Netflix when I looked like I was on that meeting with them, like. No, you probably don't do that. You guys don't do that anyway, but like suggested things that you can turn into, things that you need to do, like this is, this feels valuable.
Max Cohen: Mm-hmm.
George B. Thomas: Okay. Next.
Chad Hohn: yeah. That's good.
George B. Thomas: Suggested tasks are also no longer a separate feature. They have been integrated into tasks. Okay, so there's tasks and suggested tasks.
Very interesting.
Max Cohen: I think suggested tasks are probably like little task templates that you can turn into real tasks is what it
Chad Hohn: Yeah. Yeah. Basically. Mm-hmm.
Max Cohen: Yeah.
Chad Hohn: So you just click a clickety clacker and then it clicks it right into the tasker. Mm-hmm.
George B. Thomas: You know,
Max Cohen: Don't think of it as like a reusable
George B. Thomas: task descriptions.
Max Cohen: just, it's a pre, it's probably like a pre-written task that it's forming based off what it sees you doing,
George B. Thomas: Yeah. And you know the thing, how many times I've had to write descriptions into tasks and just wish there was like an easy way, like, can't you kind of get me 90% there now? Now maybe they are. Maybe they are. Okay. Who we flew. Clear over to the sidebar. Okay. The sidebar is still the same except you can now also view your schedule enlist view.
Chad Hohn: This is actually like the mobile app. The list view schedule is much like the mobile app version of the schedule, which can be helpful depending on who you are.
Max Cohen: Oh, click
George B. Thomas: to click. Guys, should I click? I think I'm safe to click. This is this. Yeah, so I click it. Oh, there we go. Oh, hamburger that, oh, wait. Oh, that's everything new. No, I don't think that's what, uh, it was supposed to do because it's nine of 38, so don't do
Max Cohen: because it's
Chad Hohn: Well, there's more tabs. We got more tabs.
George B. Thomas: with list view, you can still jump into any upcoming sales meeting or task and get straight to work. I love, I love this, like, here's what's next. Um, it's funny view meeting, but I think there's also maybe in here, like the ability to prep for meetings and stuff and
Chad Hohn: Yeah, so you go into view meeting and that takes you to what's called the Schedule workspace, which is what they renamed the schedule tab. Uh, the Schedule Workspace can now be accessed from both the customer success and the sales workspace, and you can use a service or a sales seat that just directly opens that meeting in that meeting.
View and allows you to create a deal if there's not already one, or associate an existing deal, and it'll give you analytics on it. You can at any time click the AI button or on some of the specifically generated things, go into the AI summary of what it already generated automatically.
George B. Thomas: Boom. So eventually we probably get to the schedule tab that Chad just referenced. Okay. Next,
Max Cohen: Is it? Is it, is it totally obvious to everybody but me what that little LinkedIn thing is.
George B. Thomas: LinkedIn thing? What What LinkedIn
Max Cohen: Hey back. What's the LinkedIn 11 number right there.
Chad Hohn: Yeah, that's act. LinkedIn connection Request tasks. Yeah, actions.
Max Cohen: it's a
Chad Hohn: like if you have a sequence or whatever and you're like, oh, mark a chord X extra
Max Cohen: I didn't realize it was sitting in task.
George B. Thomas: yeah. HubSpot is, uh, yeah. Yeah, the whole LinkedIn thing. Anyway, um, I watched it, eh, not why we're here next. Okay. Uh, so that's everything with the new summary page. Okay. Sweet. B bop, bop beep bop.
We talked about it next. Okay. So now it's gonna take us, okay. The sales workspace now uses the same task queues as smart CRM instead of its custom playlist. Click this email card to see the new task queues in action. Oh, okay. So we click on that. Oh, we're transported over here. Okay. So now we're, uh, I always like DeAngelo Stuber Okay.
Mining developer of whatever that is. Okay. Uh, one click and you can immediately start working the first task in this queue. Okay. Beautiful.
Chad Hohn: before, like sometimes you would go to the tasks page and then you would end up. On a, like, on, uh, the tasks index page and then have to choose a set of tasks or start a view or something like that.
George B. Thomas: Gotcha. Gotcha. Okay, so next overview. You now have access to the full record, including all its information, activities, associated objects, and more. Nice. Uh, by the way, if you go back and listen to two episodes previous to this, uh, this custom, uh, thing that you're looking at right here will make more sense as well in the things that you could add to this.
Okay? Next. Um, to navigate the task queue, you can use the top banner to progress through the queue. Click to move to the next task. Let's move to the next task, guys. We're killing. Okay. If the record associated with the task is enrolled, the prospect agent or a sequence, they will be highlighted like this.
Ah. So at the
Max Cohen: not new. That's, uh, we've done that for a long time.
George B. Thomas: that's been there, but still. Nice. Pause, unenroll.
Max Cohen: Can I, can I pause for a second? Is, is a gripe that some people might have with these playlists? Is that like you're, you're no longer in the sales workspace in a sense, like you're kind of
Chad Hohn: Uh, you actually are on the sales workspace age technically still, because that top left button takes you back to the sales workspace.
Max Cohen: Okay.
Chad Hohn: People get confused by Mr. Banner though. Mr. Banner shows up and then sometimes like I've run into it where reps are like, it's days after they've even touched a task queue and they still have that banner up there and they're just like navigating around HubSpot.
Max Cohen: Yeah,
Chad Hohn: They're
Max Cohen: that's the, that's, that's the one thing that's like really kind of bogus about this, like new UI and color palette and stuff. Like if you didn't know to look up there, you might not have any idea that you're in a task queue right now. Right. It just blends into the record. Yeah.
Chad Hohn: yeah, they focus on what they understand and what they know and anything else. They're like, Hmm, that's noise. Until my brain model understands what that is.
Max Cohen: Yeah. Kinda wish that they, you know, made this a color right. And kind of
George B. Thomas: It needs to stand out more
Max Cohen: yeah. It doesn't stand out at all.
George B. Thomas: was like the HubSpot orange and then you knew like, oh, this is something I can close, like it, it needs to be a little bit more. Yeah, yeah, yeah, yeah, yeah, yeah. Because by the way, orange should be HubSpot's action color in the palette, but that's, you know, not that
Chad Hohn: this story lane
George B. Thomas: done design or anything,
Chad Hohn: that they're doing.
George B. Thomas: I mean the buttons are orange. Just saying that's why we're clicking them. But um, so you
Max Cohen: also, quick take. Quick take. I, I never thought I'd say this. I missed the purple. This gray is like, just like dead. It's like dead. It's like the tool is dead. I feel like I'm looking at it through a black and white tv. Like it's just so, I don't know. It's
George B. Thomas: Ah,
Max Cohen: God, I, or just go back to the
George B. Thomas: if the purple, if the purple ever comes back, I, no, I won't quit. I won't quit HubSpot, I love you. I just, I, anyway,
Max Cohen: I mean, the purple is whatever the gray is. Just so much worse. Oh my God.
George B. Thomas: you mentioned Mr. Banner. Uh, by the way, we don't wanna get confused or confused anybody. Uh, that is not Bruce Banner. That is simply the banner up here at the top.
Okay. So we're clicking next. Uh. Oh, what we just talked about. Let's open up the new side panel to move on to the next task in the queue. We'll go ahead and click that. Bam. Now all of a sudden with this, you can see this is, this is definitely feels like a queue
Max Cohen: Yeah.
Chad Hohn: Now quickly too, I do want to call something out as well, like you just simply doing the tasks obviously moves you through the queue. So if you send an email, like pop in a template or enroll them in a sequence. It will. That button at the bottom of the email says Save and complete task. And you also have your ability to create a task.
So like for a sales rep, and again, sometimes the sales reps don't notice this. And really you gotta call it out, is like, okay, save and complete task. And create a follow up and send the email all in one button. Click and baa bing baa boom. Your task queues prep for next time. You need to give 'em a touch base.
George B. Thomas: Nice. So Chad, what I just heard you say is if you're a HubSpot Super admin part of getting your team to love what the change is, is educating them on how to use the change. Yeah. Okay.
Chad Hohn: I mean, the old task queue did this. It just looked a little different. This is now using the native task queuing tool.
Max Cohen: Mm-hmm.
George B. Thomas: Max dots or move forward.
Max Cohen: Well, I mean, I think, uh, like I remember in the, in the older sales workspace, um, you know, I liked the idea of being able to like, see all the other different, like things I could have been, you know, touching on the left hand side, which is like what it does still. So, I mean, this is, I'm not mad. I'm not, I'm not mad yet.
I'm not mad yet.
George B. Thomas: I'm, I'm not, I mean, I'm not mad. Okay, so next, uh, that's the new task experience. What changed? Blah, blah, blah, blah. We talked about it. Click sales workspace to go and see, okay. Sales workspace, boom. We go back here. Now let's
Max Cohen: if you hit real quick, just, just to like put this in perspective, if you hit like, start all in like the old version, you, you literally like go to a page where like all your tasks are on the left, but like I, I don't even see like how I. Get 'em to show up here. I don't know. Um, yeah, I don't know.
I'm like, not, I'm, yeah, I mean so far I like the new version better.
George B. Thomas: Okay. Okay. All right.
Max Cohen: I
George B. Thomas: Uhoh Uhoh,
Chad Hohn: like the concept and the idea of the new version as well, personally, from an admin's perspective.
Max Cohen: Yeah. Can we pause and go look at that thread real quick? I wanna like refresh myself with what that person was saying so I can try to like get in their shoes and feel whatever pain it is that they said they were having.
George B. Thomas: I think
Max Cohen: I hit that.
George B. Thomas: full view and then, uh, right
Max Cohen: down what they're saying.
George B. Thomas: Yeah. Basically right here. Uh, and it's, it's a, it's, it's a hot, it's a hot bit, but at the beginning it starts out new sales workspace beta, a major
Chad Hohn: Leads and deals. Tabs
George B. Thomas: Yep. Yep, yep,
Max Cohen: Leads and Deals tab. So you're talking about the, the, the dedicated leads and deals tab. Okay. Can we go, can we go? Hold on. Can we go back to that demo real quick?
George B. Thomas: yeah, we hadn't really gotten to those yet, so
Chad Hohn: we were about to hit
Max Cohen: I see leads, deals, tabs.
Chad Hohn: So companies and leads used to be in a tab called Prospects. You would go into Prospects and then choose either companies, if you're like an AE who's doing company based prospecting and Higher Pro, like Higher target, higher out, you know, higher touch outreach. And then leads would be for like A-B-D-R-S-D-R, and you had the ability to turn on, you know, this team can or can't see companies or leads or deals or whatever.
Right.
George B. Thomas: yeah.
Max Cohen: I'm, I'm, if I'm not mistaken, leads is easier to get to now,
George B. Thomas: Well, no, it's, it's,
Max Cohen: It's not hidden behind a second layer of prospects.
Chad Hohn: that is true.
George B. Thomas: not, yes. Yes. Um,
Chad Hohn: But it's not the same leads.
George B. Thomas: It's, it's not the same. Like Yeah, we'll get
Max Cohen: leads. Okay. I'm, I'm, I'm willing to be wrong. Yeah. I'm just, I'm trying to figure it out. Yeah.
George B. Thomas: yeah, exactly. And I think there's gonna be, that's why we're doing the show. I think there's gonna be a lot of people who are trying to figure it out. And I don't want people to just be like, flailing around and like everybody says, this sucks.
Chad Hohn: Yeah, well, we have less than a month as admins to make sure that anybody who's using the existing one is aware of the new one and is gonna be onboarded into it.
George B. Thomas: Yeah. Yeah. Mm. See there Chad goes again. Super admins. I hope you heard that. Okay. Next, let's talk about these, uh, three pages. Click deals to see what's changed. So we come to companies Leads and Deals tab. Now use the Smart CM Index pages as interface instead of the custom belt ones. This means that save views are critical in helping you surface the deals that you wanna see, by the way, deals and leads that you wanna see.
Also, here's the thing. If this is using the smart CRM, that also means that you have these different views like pipeline list, map, whatever, like Gantt chart, like whatever it is for whatever object you're in, you have these other different views, which to me gets. Kind of interesting to think about the use of the, the type of view and the filtering of the view and the properties that you would show.
In said view, it might get interesting anyway. Um, okay. Should I hit next or you guys have thoughts? I.
Max Cohen: I mean, well right now I'm seeing like the big loss here is the sort of like richness of the data in the columns that you had from the custom ones, right? Like for example, the, the deal stage is now just a simple, it just shows the property. It's not
Chad Hohn: was nice because it had a little, a little mini pipeline deter in the deal stage column
Max Cohen: do a little goiter in there.
Chad Hohn: sales. Yeah, a little deter. And then the, uh, the sales, uh, deal score was a nice, rich little dor as well that you used to be able to hover over and a little widget
Max Cohen: meetings, next meeting, next activity, last activity, next step. All being able to like do it right from there,
Chad Hohn: well, but that was broken 'cause it didn't actually associate the tasks to the proper stuff
Max Cohen: that sucks.
Chad Hohn: if you did it from the index page, it was super broken.
And here's the other thing, the thing that stunk. Really, really stunk about the old view was if you wanted a rep, you could not set this as an admin. If you wanted a rep to get a custom view into the deal page, they had to go to their deals index tab. They had to open the view there, put it in the right.
Order and those would save. And the filters, the quick filters were like total s They did not work well and the, uh, they didn't, yeah,
George B. Thomas: Thanks both of you by the way.
Chad Hohn: right. Yes, you're welcome though anyway. Like it, it was bad, like it was a horrible experience for the, once it was set up, it was usually fine, but every now and again it just like forget it's quick filters or something.
So like that experience was pretty poor. And I'm assuming this came from a desire to eliminate the tech debt of their first stab at a workspace. Right.
Max Cohen: Here's the other thing though. Uh, there, I, I think there's also gonna be a lot of people stoked that this is like regular index pages,
Chad Hohn: Yes. Agreed.
Max Cohen: a lot of people that don't use the sales workspace because they think. The equivalent of the index pages there look goofy and it's different than what they're used to, like everywhere else, right?
And so like, I think for everyone that complains about this, there's gonna be a lot of people that are like, oh, maybe we might take this seriously now and use it. Right? And
George B. Thomas: well, and I can, I can tell you that I've had clients when I was teaching the old way, they'd be like, well, why don't I just. Go to leads,
Chad Hohn: Yeah.
George B. Thomas: don't I just go to deals? And I'm like, well, because you have this workspace Ha.
Max Cohen: 'cause look at all the pretty colors. Yeah. Like look how
Chad Hohn: looks shiny.
Max Cohen: look how cute these numbers are with circles around them. Like what, where else are you gonna get that?
George B. Thomas: So if you only want to see deals assigned to you, we all know this.
My deals if you Yeah, yeah, yeah. Okay. Okay. Next. Um, there,
Chad Hohn: this is the preview,
George B. Thomas: Yeah, by using CRM index pages, the custom deal preview side panel has been replaced with the default CR M1,
Chad Hohn: So this is what people are pretty unhappy about.
George B. Thomas: Oh, this is what they're unhappy about. Okay, so click
Chad Hohn: of the big things.
George B. Thomas: and then boom, we get
Chad Hohn: this is the little guy, the skinny boy.
Max Cohen: Oh yeah. It's not a Mick Thicks anymore. Yeah.
Chad Hohn: a, it's not a doctor thick with two Cs.
Max Cohen: Yeah. Yeah.
George B. Thomas: default CRM side panel is fully configurable. You can add deal score, insights, brief summary as modules to display all the information you were used to seeing. So you have to construct it
Chad Hohn: exactly. You as the
George B. Thomas: constructed for you. Yeah, so the, so admins are mad 'cause they got additional work.
Chad Hohn: Sure.
Max Cohen: It's a lot more scrolling too.
Chad Hohn: And it's a lot more scrolling 'cause they had also tabs and we should take a look at the, the CS workspace one next 'cause it's a hybrid of co like normal HubSpot stuff and you know, if that
George B. Thomas: Are you saying, are you
Max Cohen: is a problem. Can we talk about that? That's a problem. These things should be working the same way. And the fact that like one tool's taking one approach and one's taking another is
George B. Thomas: What's different teams, different humans.
Max Cohen: I know, but it's like, yeah, I dunno.
George B. Thomas: but, but, uh, let me document this real quick, uh, for my AI assistant that may or may not be listening to this episode. Hi, assistant. Um, are you saying next, uh, episode, we should do kind of a walkthrough of the service space, kind of like we are now?
Chad Hohn: Yeah, dog.
Max Cohen: Assistant order max in in Xbox on Amazon Assistant. Order an Xbox for max on Amazon. Send it to his house.
George B. Thomas: Uh, I love it. I love it. Um.
Max Cohen: On file.
George B. Thomas: Uh, if you're wondering what in the world we're talking about, uh, that's the blanket in the back. That is Max as, uh, the Batman hero. Uh, and we're gonna get Chad his version of that here soon. Okay? So it's a slim one. People are frustrated about this. Let's hit next. Uh, and it goes to leads. Uh, yeah. Okay. We, we, we know, let's look at leads.
So, leads, leads are qualification object. They help you track your efforts. We know this. Leads do not represent a person, huh? Leads do not represent a person or a business. That's what contacts and companies are for instead, leads have more in common with the deal Object. Just like deals. Yeah, yeah, yeah.
Okay. Yeah. It's the pre-money and the post or during money conversation. HubSpot, like, can't we just say it that simple? Okay. Next. Uh, so we go to leads by using the C RM index pages, you can now view your leads in board view. Nice. Uh, click this roster icon to take a look. Boom. Um, which by the way, to do that, you're probably gonna wanna know what stages your fricking leads go through.
Chad Hohn: Yeah.
George B. Thomas: Anyway. Thoughts here? Chatter max.
Chad Hohn: Yeah. This, this is like awful for reps who wanna actually start up a queue. You can't, even in the, in the table view, you can't even bulk enroll them in sequences or bulk create tasks for the leads, I don't believe.
George B. Thomas: Really, like there's no way to like select the
Chad Hohn: You can do mult. Well, you can do multi-select, select in index view, but the options that come up are like not useful at all.
You could add 'em to the power dialer. That's like all you can do,
George B. Thomas: Uh,
Chad Hohn: but you can't like
Max Cohen: can't go. You can't go and table and enroll a secret.
George B. Thomas: well, you can go to table, but we're saying from board view,
Chad Hohn: No table. Table doesn't even let you create tasks for 'em. And maybe sequence is there, but I, I know that you can't create tasks for them or you can't work the leads if you go like, here's all my hot leads that are new and I wanna just click a button and work 'em. No, you, you can't do that.
George B. Thomas: I mean, if that's the case
Chad Hohn: It's awful.
George B. Thomas: Ooh,
Chad Hohn: real bad.
Max Cohen: enroll 'em in a sequence.
Chad Hohn: You could do sequences, but can you work the leads? Like work, okay, I wanna work these 12 leads, or I want to create tasks for the 12 leads.
Max Cohen: Is that
Chad Hohn: They used to be able to start the leads. Yeah, yeah, yeah. You used to be able to start the leads, right.
George B. Thomas: you, max, are you pissed yet? Hmm.
Max Cohen: This is a strong word, but I get it.
George B. Thomas: Okay. Okay, let's move on. So this is a, this is a uhoh. Okay. Uh, so just like with deals, saved views are crucial. Yep. We, we
Chad Hohn: Save views are great. We love it.
George B. Thomas: Get to get to the thing that you want to get to. Uh, now let's look at a lead up close. Click this lead to open up the preview side panel.
Okay.
Chad Hohn: Same side panel as you know.
George B. Thomas: Uh, yep. Yep. Okay. So the side panel is fully customizable. Designed. Okay. Again, go back to the two episodes that we just did. Customize the right sidebar, the left sidebar,
Chad Hohn: This is the preview customization, so it's, you know.
George B. Thomas: to schedule a next activity. Love that. Okay. Oh, we're done with leads in and
Max Cohen: Yeah. You can't do that. Yeah. There's no concept of like starting a lead anymore,
Chad Hohn: Right. You can't start the 25 leads,
Max Cohen: Yeah. Wow.
Chad Hohn: So like let's say you have all your new hot leads, you
Max Cohen: Does that mean you'd have to build tasks for 'em and run a task queue?
Chad Hohn: but you can't bulk create tasks for them. You'll like have to do it with automation or
Max Cohen: Oh God.
Chad Hohn: sense? There's no way to like grab 15 and throw tasks
Max Cohen: Wow. Big Miss.
George B. Thomas: like, there was a setting where if it hits SQL, turn it into a lead. Uh, guess what? You need a workflow for that now, I bet.
Chad Hohn: No, no, you can do that. That's just a setting for the sales
George B. Thomas: Still in there.
Chad Hohn: Yeah. Yeah.
George B. Thomas: Okay,
Chad Hohn: It's just that you can't action on them as a rep, as the human doing the work and reaching out to these people, these opportunities that are coming in for pre-sales conversations. You can't get through the queue quickly or easily anymore.
George B. Thomas: Yeah. Okay. So companies, uh, next just like deals, yeah. Companies, blah, blah, blah. Next. My target accounts. Yeah. Ideal customer profile. Tier lifecycle stages. Okay. Yeah, we get it. Uh, advanced filtering. Yeah. Makes sense. Save the views.
Chad Hohn: Yep.
George B. Thomas: of all the places HubSpot, can we just make it so it save auto Saves you anyway, save the views.
Please do it. And then summary and that's everything new with the updated deals, leads, and companies. Beautiful. Click summary. Okay, so we're getting to the summaries tab and that's the updated sales workspace. Back to the resource center and
Chad Hohn: I bet the person who made that story lane is actually really happy that we walked through it on,
George B. Thomas: Yeah.
Chad Hohn: on, on like live. Because sometimes people don't get to see like all the hard work that people do. And that was really well put together. It was a great overview. If I never used the old one, I'd be like, man, this sales workspace is pretty dope.
George B. Thomas: uh,
Chad Hohn: And like as an admin. As an admin, one thing that's really cool is now when I make admin promoted views or I make default views for index pages, all of those filters are on there for every new user who comes into my portal. I got a new rep, they're working off the same playbook. You could not do that before in the sales workspace, right?
Or it was a lot harder. You had to like, oh, I gotta have a 30 minute meeting with somebody to teach 'em how to do the deal index, jump refresh, log out, log back in to get the quick filters to come over. You know?
George B. Thomas: Yeah.
Chad Hohn: So up.
George B. Thomas: So. Wow. Okay, so here's the thing.
Max Cohen: that's fun. Um,
George B. Thomas: max, uh, one thing. Here's what we're gonna do. We're, because by the way, that was, that was the episode. Um, max, you're one thing that you would say, Chad, you're one thing, and then I'll close with my one thing and we'll send people on their way.
Max Cohen: Don't do that. Um, I don't know. I mean, they like it. I can, I can totally understand why people are frustrated with that. It's also like interesting too because like most of the discourse we hear online about the lead object is a lead object sucks and I hate it. Right. And then like as soon as they get rid of like a lot of the core stuff in there, all of a sudden people are up in arms about it.
Like, I think it's really interesting.
George B. Thomas: Two days ago, they were trying to figure how to turn leads off in their
Max Cohen: Yeah. Yeah, exactly. And now it's just like it took away the one good thing about HubSpot, right? I mean, but I can, for anyone using it, I can totally understand that this is like totally different, right? Um, you know, especially not having that ability just to like work the lead as if it's its own task and not have to like, yeah, I don't know man, that's hard.
Um, you know, and they are getting rid of what it seems like, at least visually, what made that space really special, you know? Um, so yeah, dude, I don't know. Let's, it's,
George B. Thomas: Chad?
Chad Hohn: it's a
Max Cohen: didn't know, 'cause I remember talking about these updates like on the Monday morning briefing, but like,
George B. Thomas: With who? Who do you, who do you talk with about that? Yeah. Kyle Jepson, the one only.
Max Cohen: you know, the Monday morning show baby, um,
George B. Thomas: If you're not tuning in, make sure you tune into that show as well.
Max Cohen: lose deal except we're not doing it today 'cause he's on a plane.
Um, so yeah, I don't know. That's, uh, it's a tough one. Not great Bob. Not great Bob.
George B. Thomas: what are your thoughts?
Chad Hohn: Yeah, I think, um. The one thing that I have to look forward to is that any updates and improvements made in HubSpot for any of the index pages will automagically flow into the sales workspace, and there won't be a lag between a feature that's added in one spot and a feature that's added in another spot.
I totally understand why HubSpot did this, and it means at least that we'll have feature parody with. Regular HubSpot views. Um. But at the same time, I think they need to s nazz up the regular HubSpot views. Um, you know, it being a home base of operations. Like if they can add queuing to the leads index page and add the ability to create tasks for leads, boy howdy.
I think that thing would be pretty fine. You know, like, I mean, it's, it'll get it right back to where it was. It will won't be any worse than it was before. At least if they do that. So there's only a couple tiny features for leads. I feel like if they make the preview panel in deals, like the preview in the CS workspace, which we may or may not look at next week, and the configurability there, I think we'd be on a pretty decent spot.
It's like it's a medium side panel. Not quite the big fixture, but not quite the skinny mini.
George B. Thomas: Yeah, so Chad, what I hear you saying is the sales, uh, workspace project team needs to have. Lunch with the service, uh,
Chad Hohn: CS workspace
George B. Thomas: CS workspace team. And, uh, then they can just figure out, uh, what they wanna do moving forward here. Here's the thing, ladies and gentlemen. I think there's a couple things. One, I think we're in a scenario of break it down to build it back up.
And I do say this a lot about HubSpot. It's the worst it'll ever be because now they're gonna go in a direction. Chad, I hope some of your directions are the directions that they go, but Chad, you said something very interesting towards the end of this show. That I'll leave people with. And that is, you said, if I was a new user, I would think this is great.
Chad Hohn: Yeah, if I'd never used the old one.
George B. Thomas: If I, yep. If I'd never used the old one. And ladies and gentlemen, I would ask you, with HubSpot and maybe with your life in general, how much historical baggage are you bringing along that you actually can't see the positive in this situation? Hence why I asked my assistant, can you tell me if there was anything good said in this community?
Post shine the light. Be better. Don't forget to be a happy, helpful, humble human. And we'll see you on the next episode of Hub Heroes next week.
Max Cohen: Drink some water.