Track sales room adoption by sales rep in HubSpot

If your goal is 100% sales room adoption, you’ll want a reliable way to see who’s actually attaching them to deals. By combining a simple workflow with a custom report in HubSpot, you can automatically flag whether a deal has a sales room attached.

This lets you compare adoption across your sales reps. If some reps are consistently missing sales rooms, you’ll spot it right away, coach them on usage, and reinforce adoption as part of your process.

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Part 1: Create a custom property

• Go to Settings > Properties > Deal Properties
• Create a new property called Arrows room attached
• Set it as a radio select field
• Add two options: Yes and No

Part 2: Set up a workflow to populate the property value

Step 1: Create a deal-based workflow

• Go to Workflows > Create workflow > Deal-based workflow
• Set the enrollment trigger to when the Deal stage changes
• Limit enrollment to your active deal stages

Step 2: Add a branch for sales room activity

• Add a branch with the criteria Arrows room URL is known
• Branch 1 = Sales room attached
• Branch 2 = No sales room attached

Step 3: Add workflow actions to update the property

• In Branch 1 (Sales room attached):
  • Add an action → CRM → Edit record
  • Set property value Arrows room attached = Yes
• In Branch 2 (No sales room attached):
  • Add an action → CRM → Edit record
  • Select property value Arrows room attached = No

Now every deal that moves through your pipeline will be automatically marked Yes/No for having a sales room attached.

Part 3: Set up the custom report

Step 1: Create a custom report

• Go to Reports > Create custom report
• Choose Deals as the object

Step 2: Add filters

• Filter Deal stage to your open deal stages

Step 3: Configure the chart

• Chart type: Horizontal bar
• X-axis: Count of deals
• Y-axis: Deal owner
• Break down by: Arrows room attached

Step 4: Customize colors (optional)

• In Chart settings, set Yes = Green and No = Red
• This makes it easy to spot gaps in adoption at a glance

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What this report tells you

This report shows how consistently each sales rep is attaching sales rooms to their deals. If you see red, it means there are open deals missing a sales room — giving you an immediate coaching opportunity. Over time, this report helps managers reinforce adoption until using sales rooms becomes second nature for the team.

💡 Want to see more sales room reports in HubSpot? Check out our full guide to the top 10 sales room reports with step-by-step instructions here!