If you’re not tracking these, you’re flying blind.
Startups move fast. But moving fast in the wrong direction? That’s dangerous.
If you're using HubSpot, you already have access to tons of data—but knowing which sales metrics actually matter can make all the difference between guessing and growing.
Let’s break down the three core metrics every startup should track in HubSpot—and why they matter.
this is the percentage of leads that actually turn into deal.
Why it matters:
It tells you how good your team is at qualifying and converting leads. A low conversion rate might mean you’re attracting the wrong audience—or your follow-ups need work.
Track this in HubSpot using:
Deal pipeline reports
Lifecycle stage conversion rates
Custom reports filtered by source or campaign
Pro tip: Segment by lead source to see which channels convert best (e.g., LinkedIn leads vs. website forms).
This tells you how much revenue, on average, you make per deal.
Why it matters:
If your team is closing more deals but revenue isn’t growing, deal size might be shrinking. Tracking this helps you identify upsell opportunities and spot pricing issues.
Track this in HubSpot using:
Deal amount fields
Reports grouped by rep, source, or product type
Monthly or quarterly views to see trends
Pro tip: Set benchmarks per segment—enterprise vs. SMB—so you’re not comparing apples to oranges.
This measures how quickly deals move from first touch to closed won.
Why it matters:
Speed = cash flow. The faster you close, the healthier your revenue cycle. Long sales cycles can drain resources and slow down growth.
Track this in HubSpot using:
Custom reports on "Time to close"
Deal create date vs. close date
Filters by pipeline or rep
Pro tip: Look at the average velocity by product or service. Some offers might naturally close faster, others need process improvement.
These 3 metrics are your early warning system. They’ll help you answer:
Even if you’re just getting started, set these up early inside HubSpot. They’ll grow with you and guide you as your team scales.