HubSpot Sales Workspace (Beta): Manage Target Accounts with Focus and Precision

 

Sales is not just about how many leads you have; it’s about knowing which ones truly matter.

 

You log into your CRM. Your pipeline looks full, but you know not all deals carry the same weight.

 

Some accounts are cold, some are unresponsive, and a few are high-potential but scattered across your system. You know where the real revenue lies; it’s in the top 20% of accounts that matter. But how do you keep track of them, stay organized, and take the proper steps at the right time?

 

This is precisely where target account management comes into play, and why the Sales Workspace (Beta) is made to help you fix it.

 

The Sales Workspace brings your most important accounts together in one place so that you can manage them strategically. It helps you stay focused on the proper accounts, organize your outreach, track engagement, and collaborate with marketing and customer success teams without the chaos.

 

In this guide, we’ll walk you through how to use the Sales Workspace to manage your target accounts, making your sales process more focused, organized, and impactful.

 

What is the Sales Workspace (Beta) and Why Does It Matter?

 

 

The Sales Workspace (Beta) is a dedicated area within your CRM that helps you manage your most important accounts more effectively. Think of it as your command center for high-priority sales activity. Instead of jumping between dashboards, pipelines, and reports, you get a clean, centralized interface to keep everything about your target accounts in one place. Here is why it is beneficial:

 

1. Unified View of Target Accounts

You don’t have to dig through multiple tools or tabs to see what’s going on with each account. The Sales Workspace gives you a complete snapshot, contact info, deal history, recent activity, and email touchpoints, all in one place. This means you can spend less time searching and more time selling.

 

2. Enhanced Collaboration Between Sales and Marketing

If your marketing team is running ABM (Account-Based Marketing) campaigns, the Sales Workspace helps you stay aligned. You can see which accounts are being targeted, what content they’re engaging with, and coordinate your follow-up accordingly. This tight collaboration often leads to timing, stronger messaging, and a higher chance of moving the account forward.

 

3. More Focused Pipeline Management

With this workspace, you can organize and prioritize your day around your most valuable opportunities. It’s easier to track which accounts need immediate action, which ones are stuck, and where deals are most likely to close. That kind of focus keeps your pipeline healthy and improves your win rate.

 

Why Managing Target Accounts in the Sales Workspace Drives Better Results?

Target accounts are the companies or organizations that you and your team have identified as top-priority prospects. These are the accounts most likely to bring in significant value, either because of their size, fit, growth potential, or alignment with your ideal customer profile (ICP).

Here is why managing the target accounts is essential in your workspace:

 

1. Improved Focus on High-Value Accounts

The Sales Workspace keeps your top accounts front and center.  With all relevant information in one place, you can create personalized strategies for each account, understand their needs, plan outreach based on their buying stage, and tailor your messaging accordingly. That leads to more relevant conversations and stronger engagement.

 

2. Streamlined Collaboration

The Sales Workspace allows everyone, sales, marketing, and customer success, to stay aligned and view shared notes, campaign activity, and task assignments without switching platforms. That shared visibility prevents duplicated effort and keeps outreach consistent.

 

3. Better Insights and Reporting

The Sales Workspace gives you visibility into account-level activity. You can track calls, emails, meetings, content engagement, and deal progress. It also displays engagement scores and timelines, helping you spot trends and plan more effective follow-ups. That kind of insight allows you to make decisions based on real activity, not assumptions.

 

4. Enhanced Prioritization

With customizable views, you can sort accounts by deal stage, last activity, intent signals, or engagement levels. This helps you focus on the right actions at the right time, whether it’s pushing a deal forward or re-engaging a cold account. It also helps your team align on daily priorities without needing a manual pipeline review every morning.

 

How to Add and Manage Target Accounts in HubSpot

1. Add Target Accounts

Companies must exist in your CRM before they can be marked as target accounts. You can mark any company in your CRM as a target account by setting the Target Account property to True. Here’s how to do it:

 

Bulk Update

Go to your Company index page. Select the companies you want to update. Use the edit option or import a CSV file to set the Target Account property to True.

 

Automation (Using Workflows)

Create a company-based workflow. Set a trigger, then add an action to set the Target Account property to True.

 

Manual Assignment

Go to Workspaces > Sales > Prospecting tab. Click Choose target accounts (top right). In the right panel, under Source, choose how you want to filter companies:

 

• All companies in CRM


• Companies from a list


• Companies in target markets

 

Use Find companies to refresh your results. Select the companies manually using the checkboxes. Click “Select companies” and then “Select accounts” to finish.

 

2. Remove Target Accounts

To remove a company as a target account, update its Target Account property to False. Do this directly from the company record, index page, via import, or through a workflow.

 

3. Filter and Edit Target Accounts

Once added, manage your target accounts from the Target Accounts page. Use filters at the top of the table. For more options, click Advanced filters.

 

To Filter

 

To Edit

 

 

Click Edit columns to customize the visible data. Select the checkboxes next to accounts to take action. Starting research opens the prospecting agent (BETA). Click the dropdown, then select a property to update. Enter the edited information, then click Update. You can also edit information directly from the table.

 

4. View Target Account Details

 

To see full info on a specific account:

Go to Workspaces > Sales > Prospecting tab. Click on a target account. In the right panel, view and edit company info. Click View record for the full profile. Click X (top right) to close the panel.

Tabs in the Target Account View: What They Are and What They’re For

When you open a target account in HubSpot’s Sales Workspace, you’ll see a few tabs on the right side. Each tab helps you manage and better understand your account. Here’s what each tab does:

 

1. Summary Tab

The Summary tab gives you a quick snapshot of everything happening with a target account. You can see emails, calls, meetings, and other activities in a timeline view. Use the dropdown to adjust the timeframe. It also includes a company summary generated by Breeze, and you can use Copilot to ask questions or get insights. You’ll find company details in the About this company section and any associated deals listed below.

 

2. Research Agent Tab

This tab is where you can run or review automated research using HubSpot’s prospecting agent (BETA). It helps you gather useful background information about the company so you can better prepare for outreach and follow-up.

 

3. People Tab

The People tab shows all contacts linked to the target account, as well as HubSpot users who’ve interacted with it. You can see who’s involved and take quick actions, such as sending emails, enrolling contacts in sequences, making calls, or scheduling meetings. You can also filter to show only buying roles and add new or existing contacts directly from this view.

 

4. Activities Tab

The Activities tab logs all interactions with the target account. You can search for specific activities, filter by type (like meetings or calls), and expand or collapse the details of each entry. If something needs updating, you can edit activity details right from the list.

 

Best Practices for Managing Target Accounts

Here is a list of best practices to help you ensure that you are engaging the proper accounts at the right time with the correct information.

 

1. Create Micro-Segments

Break your target account list into smaller, more manageable groups using filters like deal stage, geographic region, or deal size. It allows for focused outreach strategies. You can tailor messaging based on account stage or location. It helps prioritize accounts that are closer to conversion or need immediate attention.

Use the filtering options in your Sales Workspace. Apply multiple filters together to create particular views. Save these views if you plan to revisit them often.

 

2. Enforce and Organize Regular Check-Ins

Set up reminders and tasks to keep your outreach consistent and organized. Accounts don’t go cold due to missed follow-ups. Keep your sales cycle on track and organized.

Create recurring tasks or reminders using your CRM.Use cadence tools or sequences to schedule regular touchpoints. Review upcoming tasks daily to stay ahead.

 

3. Use Tags and Labels

Apply tags or labels to accounts to track their current status, priority, or special conditions.

This helps make it easier to identify key accounts visually. Allows for quick filtering based on tags like “High Priority Renewal” or “At Risk”.

Update the account record with custom properties or dropdowns. Keep label usage consistent across your team to avoid confusion.

 

4. Utilize Notes and @Mentions

Use notes to document interactions, insights, or next steps. Use @mentions to bring in team members when needed. This ensures everyone working on the account has access to the same information. Encourages real-time collaboration within your CRM.

 

You can add notes directly into the account record after calls, meetings, or email exchanges. Tag team members using @mentions so they’re notified and can take action or provide input.

 

This will help you make the most of your Sales Workspace by staying organized, increasing visibility, and driving smarter, more coordinated outreach to your most important accounts.

  Sales is not just about how many leads you have; it’s about knowing which ones truly matter.   You log into your CRM. Your pipeline looks full, but you know not all deals carry the same weight.   Some accounts are cold, some are unresponsive, and a few are high-potential but scattered across your…