When organisations invest in HubSpot, there’s often an unspoken assumption that adoption will naturally follow. After all, it’s a powerful, intuitive CRM designed to make everyone’s job easier. So why do teams often resist it?
At Real Inbound, we’ve seen firsthand how resistance to HubSpot adoption can derail even the best-laid plans. And more often than not, the root cause isn’t the tool itself—it’s the psychology of change.
In this article, we’ll explore why teams resist HubSpot, the psychological factors at play, and practical strategies for addressing these challenges. By understanding the human side of adoption, you can turn resistance into enthusiasm and close the HubSpot Adoption Gap for good.
Why Do Teams Resist Change?
Resistance to change isn’t just stubbornness. It’s a natural response rooted in psychology. To understand why your team might push back against adopting HubSpot, let’s break it down:
People are creatures of habit. Introducing a new system like HubSpot disrupts familiar workflows, creating anxiety about what the change might mean for their roles.
When employees don’t understand the “why” behind the change, it can lead to scepticism. They might wonder if the effort is worth it or how the new system aligns with the organisation’s goals.
A new CRM might feel like a loss of autonomy, especially for team members who have developed their own methods and tools for getting things done.
If previous software rollouts have failed or caused frustration, teams may assume HubSpot will be no different.
The HubSpot Adoption Gap: A Leadership Challenge
At Real Inbound, we often say that the HubSpot Adoption Gap isn’t just a technology problem—it’s a leadership challenge. Resistance to change is a symptom of deeper issues, like a lack of vision, poor communication, or insufficient training.
To close the gap, leaders need to address the psychological barriers holding their teams back.
How to Win Teams Over to HubSpot
Winning over a resistant team starts with empathy and a strategic approach. Here’s how you can turn sceptics into advocates:
Explain the purpose behind adopting HubSpot. Focus on the benefits for both the organisation and individual team members, such as:
Example: “We’re introducing HubSpot to help you spend less time on admin and more time closing deals.”
Resistance often stems from feeling left out of the decision-making process. Involve team members early on by:
A one-size-fits-all approach to training rarely works. Instead, customise your training to show how HubSpot benefits specific roles:
Real Inbound Tip: Use hands-on, scenario-based training to build confidence.
Nothing builds trust in a new system faster than early successes. Identify small, impactful wins to demonstrate HubSpot’s value, such as:
Create a two-way feedback loop to address frustrations and continuously improve the system. Regularly ask:
- Identify employees who quickly adopt HubSpot and use them as examples to inspire others. Celebrate their successes publicly and encourage them to mentor their peers.
Leadership buy-in is critical. If leaders aren’t using HubSpot themselves, it sends a message that it’s not essential. Demonstrate your commitment by actively using the platform and referencing its benefits during meetings.
Breaking Down Psychological Barriers
Let’s look at some common psychological barriers to HubSpot adoption and how to overcome them:
Barrier 1: “This will make my job harder.”
Solution: Show how HubSpot simplifies workflows, reduces manual tasks, and saves time.
Barrier 2: “I’m comfortable with the old way.”
Solution: Emphasise that HubSpot isn’t replacing what works—it’s enhancing it. Share success stories from similar roles or teams.
Barrier 3: “I don’t have time to learn something new.”
Solution: Break training into manageable sessions and provide ongoing support. Highlight how the time invested now will pay off in the long run.
The Long-Term Benefits of Overcoming Resistance
When teams embrace HubSpot, the benefits go far beyond the software itself:
Uncover hidden costs of CRM adoption and assess your readiness with our CRM Adoption Success Scorecard. Take the first step toward a fully adopted and effective HubSpot system.