View and edit individual lead records

Creating leads in HubSpot allows your team to record and retrieve information for your prospects. Once a lead is created, you can store information for that lead by interacting with the lead record. You can review and edit your leads and their current statuses, activities, associations, and more.

Before you get started

Before you begin working with this feature, make sure to fully understand what steps should be taken ahead of time, as well as the limitations of the feature and potential consequences of using it.

Understand requirements

• To view and edit leads in the sales workspace, users must have an assigned Sales Hub seat with access to the Leads tab.
• To view and edit leads in the leads summary, users must have Super Admin permissions or Edit permissions for leads.

Understand limits & considerations

• It is currently not possible to remove the association for a lead's primary associated contact or company. Additional (non-primary) contacts or companies that are associated to the lead can have their association removed.

Add activities to leads in the sales workspace

1. In your HubSpot account, navigate to Sales > Sales Workspace.
2. Click the Prospecting tab.
3. Click the name of a lead.
4. In the right panel, add activities to the record by clicking the respective activity icon. The activity icons for notes, emails, calls, tasks, and meetings are shown by default.

When you send an email or call a lead and log the result as Connected, the lead status will be changed automatically. For example, if you email a New lead, after sending the email, the lead status will be updated to Attempting. The following actions move a lead to an In Progress stage:

• Call
• Email
• Connect on LinkedIn
• Logged LinkedIn message
• Logged call
• Logged email
• Logged postal mail
• Logged SMS
• Logged WhatsApp
• Meeting scheduled
• Task created

Below is a table that shows which actions result in an automatic update to the lead stage:

View and edit lead properties

In the sales workspace and the leads summary, you can customize properties, view all properties, and view property history for lead records. You can also set or edit properties. Certain properties are updated automatically while a lead is active (i.e., in the New, Attempting, or Connected stage).

Learn how you can customize the right panel for all users and teams.

View properties and property history

You can customize which properties are visible on lead records, view all properties, and view property history for lead records in the sales workspace or the leads summary.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the About this lead section, click Actions, then select from the following:
   • Customize Properties: click to customize the right panel for all users and teams.
   • View all properties: click to view all of the record's properties.
   • View property history: click to view the history of the record's property values.

Edit property values

You can view and edit a lead record's property values in the About this lead section. Users with Super Admin permissions can also customize the section for the users in the HubSpot account.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the About this lead section, to edit a property value, hover over a property and click the edit edit icon.

The following lead properties are updated automatically while a lead is active (i.e., in the New, Attempting, or Connected stages). These properties will stop being updated automatically once a lead is set to Qualified or Disqualified.

• Contact Buying Role
• Is Target Account
• Last Engagement Date
• Contact Last Engagement Date
• Company Last Engagement Date
• Last Engagement Type
• Contact Last Engagement Type
• Company Last Engagement Type
• Lead Number of Pageviews
• Contact Number of Pageviews
• Company Number of Pageviews
• Lead Time of Last Session
• Contact Time of Last Session
• Company Time of Last Session
• Last Activity Date

Review lead progress and engagement

With the lead stage tracker, you can track a lead's specific actions and engagement levels as they move through your sales process.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the Lead stage tracker section, review when the lead was last contacted, when the last engagement occurred, and when their next activity is.
4. To edit the Owner, Lead type, or Stage, click the respective dropdown menu, and select an option.
5. If the lead doesn’t have an activity scheduled for the future, you can schedule the next activity by selecting the Schedule dropdown menu. You can also schedule the next activity directly from the leads list.

6. In the Previous activities section, you can view the last five activities with the associated record before the lead was created. Click the activity to view the full activity. 

Review associated records

You can view a lead's associated records in their respective sections. For example, you can review a lead's associated contacts in the Contact section.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, you can view previews of the record's associated records. 

Manage lead communications

You can view recent communications with a lead and set call or meeting outcomes in the sales workspace or lead summary.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the Recent communications section, you can view your three most recent communications.
4. To expand each communication, use the rightIcon right arrow. You can use the downIcon down arrow to collapse.
5. To set your call or meeting outcomes, click the Select an outcome dropdown menu and select an option.

Review lead activities

You can view previous, recent, and upcoming activities in the Previous activities section on a lead record.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the Previous activities section, you can view activities that occurred to the associated contact or company before the lead was created. Click the activity to view more details.
4. In the right panel, in the Recent and Upcoming activities sections, you can view the three most recent or the three nearest upcoming activities.
   • Enter a search term in the search bar to search for a specific activity.
   • To view specific activity types, click the Filter by dropdown menu. Then select or clear the checkboxes next to the desired activities.
   • To expand each activity, use the rightIcon right arrow. You can use the downIcon down arrow to collapse. To expand or collapse all activities on the card, click Collapse all, then select Expand all or Collapse all.
   • To edit an activity, expand the activity, then edit the activity details.
   • To view all details for an activity, expand the activity.

Use playbooks with leads

You can view playbooks associated with lead records in the sales workspace or leads summary.

1. Navigate to one of the following:
   • In your HubSpot account, navigate to Sales > Sales Workspace. Then click the Prospecting tab.
   • In your HubSpot account, navigate to CRM > Leads.
2. Click the name of the lead.
3. In the right panel, in the Playbooks section, you can click a playbook to display certain prescribed questions or steps to guide the conversation.