Your sales team’s success depends on more than just reps and revenue goals — it depends on the systems that support them. That’s why choosing the right HubSpot Sales Hub plan is such a critical decision.
Both HubSpot Professional and Enterprise are built to help you automate, organise, and scale your sales processes. But they’re designed for very different stages of growth and levels of operational complexity.
So, which one makes sense for your business? This decision shouldn't be a straight comparison, but the focus should be on features that can move the needle in your business.
This blog was designed to provide a breakdown of where each plan shines, where it falls short, and how to pick what actually works for your sales engine.
Before we talk about differences, let’s talk baseline.
With either Sales Hub Professional or Enterprise, you’ll get:
A fully integrated CRM
Deal pipelines with automation
Email tracking, templates, and sequences
Quotes and e-signature tools
Meeting scheduling links
Forecasting dashboards
Call recording and transcription
Reporting dashboards
Sales coaching and performance tools
But as soon as scale or complexity kicks in, things start to shift.
The difference between Professional and Enterprise here is how far you want automation to go.
Up to 300 workflows
Automate task creation, lead assignments, and deal updates
Quote-based workflow triggers
Smart automations for reminders, follow-ups, and lifecycle stage changes
Up to 1,000 workflows
Trigger sequences directly from workflows (key for automated follow-ups)
Monitor workflow health to track performance
Automate based on custom objects (e.g., contracts, subscriptions, partners)
What this means in practice:
If your current sales ops depend on reps remembering things manually — follow-ups, sequence enrolments, pipeline progression — Enterprise lets you hardwire that into your CRM logic.
The more complex your sales funnel, the more this saves time and mistakes.
Sales Playbooks are your team’s cheat sheet for qualification, objection handling, and discovery.
Up to 5 static playbooks
Great for coaching new reps or creating talk tracks
Up to 5,000 playbooks
Ability to embed CRM properties inside playbooks
Capture rep-entered answers as structured data
Use those inputs for reporting, segmentation, and automation
What this means:
Instead of reps writing random notes, they input answers that update contact records automatically. No more digging through notes.
Forecasting in Professional is simple and useful, especially for individual reps or basic teams.
Customis`e forecasting by pipeline or stage
Build dashboards to track weighted deal values
Set goals by user or team
Hierarchical forecasting across team structures
Forecast roll-ups across territories, verticals, or team leads
Custom goal tracking by level (rep, team, department)
Why this matters:
If you run a layered sales org — say, 2 regional managers with 4 AEs each — you’ll need the roll-up and drill-down features that Enterprise offers to make accurate projections.
If your team is outbound-heavy or call-driven, this one’s important.
| Feature | Professional | Enterprise |
|---|---|---|
| HubSpot Call Minutes | 3,000/month | 12,000/month |
| HubSpot Phone Numbers | 3 | 5 |
| Transcription Hours | 750/month | 1,500/month |
| Conversation Intelligence | Basic | Advanced (keyword tracking, reporting, coaching insights) |
Coaching becomes more data-driven, and leadership can identify patterns across deals or reps based on tracked keywords or call outcomes.
Once your sales ops go beyond “basic CRM,” you need tools that manage complexity.
Here’s what you get only with HubSpot Enterprise:
Custom Objects – Track non-standard records (contracts, franchises, etc.)
Advanced Permissions – Control who sees/edits what across teams
Field-Level Permissions – Lock down sensitive fields (e.g., pricing, revenue)
Sandbox Environment – Test new workflows or fields before deploying
Log in as Another User – Useful for admin troubleshooting or support
Deal Splits – Attribute shared revenue across multiple reps
Recurring Revenue Tracking – Essential for SaaS or services
If you’re working across business units, data models, or product lines, these tools aren’t just nice-to-have. They’re how you scale without chaos.
Choosing the right HubSpot Sales Hub license depends on many factors and even with just one person in your sales team Enterprise might be required.
Based on previous experience of working with over 100 SaaS companies, AE CRM is recommending to also follow the guidelines below:
Your sales team is under 10 reps
You don’t need complex automation like automatic enrolment of contacts in sequences through workflows
You’re using HubSpot primarily as a CRM and follow-up system
You’re okay with manual oversight of sequences and tasks
You have no need for custom objects or complex permissions
You’re scaling fast — in reps, teams, or regions
You want automation to do more, not just notify
Your playbooks are core to your qualification process
You’re calling at scale or investing in sales coaching
You want structure, control, and advanced visibility
| Plan | Price/User (USD) | Price/User (GBP) | Min Seats | Onboarding Fee (USD) | Onboarding Fee (GBP) |
|---|---|---|---|---|---|
| Professional | $90/month | £77/month | 5 | $1,500 (one-time) | £1,310 (one-time) |
| Enterprise | $150/month | £135/month | 10 | $3,500 (one-time) | £3,050 (one-time) |
Choosing between Professional and Enterprise isn’t just about what you can afford — it’s about how much control, structure, and automation you need to grow.
If you’re running a lean, fast-moving team and just need a clean CRM with good automation, Professional gets the job done.
If you’re managing growth, complexity, and accountability across reps or teams, Enterprise gives you the structure to scale without breaking down.
We help sales leaders configure the right HubSpot setup, built for their pipeline, team size, and growth strategy.
Book your free HubSpot Assessment today, and we’ll walk you through which plan fits your needs — and how to get the most value from your CRM investment.