OLSON HOMESHubSpot Sales Training

Start Your Day

Use the Sales Workspace to review new contacts, tasks, meetings and follow-up activities.

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Sales Workspace

One screen that shows everything waiting for you today.

The Sales Workspace is your home base in HubSpot. Open it first thing every morning and work top to bottom. It brings your contacts, tasks, meetings and recent activity together so you do not have to hunt through separate menus.

  1. 1In the top navigation, click Workspaces, then choose Sales.
  2. 2Review the Today panel — this is your agenda for the day.
  3. 3Open the Contacts tab to see prospects that need a first touch.
  4. 4Open the Tasks tab and work through anything due today or overdue.
  5. 5Check the Meetings section and prepare for each meeting before it starts.

Tip

Bookmark the Sales Workspace in your browser and set it as your start page. Building the habit is half the work.

Let Breeze plan your morning

Breeze is HubSpot's built-in AI assistant. Click the Breeze sparkle icon in the top right of any HubSpot screen to open the assistant panel, and ask it plain-English questions about your own records — you do not need to know how to build a report or a filter.

  • “What should I focus on today?”
  • “Show my contacts with no activity in the last 14 days.”
  • “Summarise my open deals closing this month.”
  • “Which of my contacts have not been contacted yet?”

Breeze tip

Breeze only sees the records you have access to in HubSpot, so its answers reflect your own book of business. Treat its list as a starting point, then work it in the Sales Workspace as usual.

Want exact prompts to copy and paste?

See Breeze prompts

Creating and filtering your contact list

Build a saved view of your contacts so you always know who to call next.

Your contacts page starts out showing every record in the CRM — including contacts owned by other agents. Create a filtered, saved view that shows only your contacts, in an order that makes sense for follow-up, and pin it as your default so it is the first thing you see every day.

  1. 1Go to Contacts in the top navigation, then choose Contacts (the table view).
  2. 2Click All views (or the + tab) and choose Create new view.
  3. 3Add a filter: Contact owner is me. This limits the list to your own book of business.
  4. 4Add a second filter for what you are working on — for example Contact status is New for first touches, or Last activity date is more than 14 days ago for follow-ups.
  5. 5Sort by Created date (newest first) or Last activity date (oldest first) depending on the list.
  6. 6Save the view with a clear name like My new contacts or My follow-up list, then right-click the tab and set it as your default view.

Build a small set of views, not one giant one

Most agents only need three saved views: My new contacts, My follow-ups due, and My active prospects. Fewer views means less deciding and more calling.

Only work your own contacts

Never filter to or call contacts owned by another agent — it causes double-calls and confusion with buyers. If a record looks like it should be yours, talk to your manager before touching it.

Let Breeze build the filter for you

Not sure how to set a filter? Ask Breeze: “Show me my contacts created in the last 7 days” — then save the result as a view so you never have to rebuild it.

Reviewing and prioritising new contacts

Respond quickly, and always in priority order.

  1. 1In the Contacts tab, sort by Created date so the newest contacts appear first.
  2. 2Open each new contact and read the source, community of interest and any form notes.
  3. 3Attempt contact by phone first, then follow up by email if there is no answer.
  4. 4Update the contact status to reflect what happened — Attempted, Connected or Unqualified.
  5. 5Create the next follow-up task before you close the record.

Speed matters

Contacts contacted within the first five minutes are far more likely to convert. Treat new contact notifications as an interrupt, not a to-do.

Working tasks and meetings

Clear the queue and prepare before every meeting.

  1. 1Filter tasks by Due today and Overdue.
  2. 2Work the overdue list first — those prospects have been waiting longest.
  3. 3Use the task queue to move through records without returning to the list each time.
  4. 4Mark each task complete as you finish it, and immediately create the next one.
  5. 5Before each meeting, open the contact record and read the activity timeline so you arrive informed.

Tip

Block thirty minutes on your calendar each morning purely for HubSpot follow-up. Protected time is the difference between a tidy pipeline and a messy one.

Five Daily Habits

  1. 1Review your Sales Workspace every morning.
  2. 2Respond to new contacts promptly.
  3. 3Log meaningful prospect communication.
  4. 4Keep contact and deal information current.
  5. 5Always create the next follow-up task.

“If it is not recorded in HubSpot, the team cannot see it, report on it or act on it.”