Which HubSpot activity counts in the GTM Leader Dashboard?

Last updated: October 9, 2026

This article explains how sales activity gets from HubSpot into the GTM Leader Dashboard and what counts as a sales touch. Read it when the touch counts in the dashboard don't match what you see in HubSpot.

What you need

"Automatically sync HubSpot CRM Data" must be turned on in Settings (cog icon) > CRM. See What does each CRM setting do?

How we import HubSpot activity

  • We pull HubSpot Call, Email, Meeting and Communication records once daily, in the late evening. Communication is the record type that LinkedIn messages, LinkedIn InMails, SMS and WhatsApp activity come through as.

  • Each pull covers the last 7 days up to yesterday, based on the activity's HubSpot timestamp.

  • Older or backdated activity isn't picked up automatically. It can be backfilled on request: ask your Solutions Engineer.

  • HubSpot Notes and Tasks are not pulled.

Company resolution

  • An activity is imported only if it resolves to a HubSpot Company that's already mapped to an account in N.Rich.

  • Activity associated only with a Contact, with no Company resolved, is not imported.

Activity classification

Each record type is classified using its own HubSpot fields:

  • Call: direction comes from the call's direction field.

  • Email: direction comes from the email's direction field.

  • Meeting: meetings always count as a touch (see "What counts as a sales touch" below).

  • Communication: classified as LinkedIn message, LinkedIn InMail, SMS or WhatsApp based on the channel type.

LinkedIn messages and InMails are classified only when they're logged with the standard Sales Navigator header text (for example, "Message sent from Sales Navigator"). If a LinkedIn activity doesn't include that header, it isn't classified and isn't counted.

The same activity also feeds Opportunity Analysis in Progression Analytics, but the GTM Leader Dashboard shows the full channel set: Call, Email, Meeting, LinkedIn message, LinkedIn InMail, SMS and WhatsApp.

Date attribution

Each activity is attributed to its HubSpot timestamp. There is no fallback date field.

What counts as a sales touch

  • Only outbound activity counts as a touch, with one exception: meetings always count, regardless of direction.

  • Unclassified activity, including LinkedIn activity without the Sales Navigator header, is not counted.

  • The same rules apply to Salesforce activity.

Because of these rules, the GTM Leader Dashboard typically shows fewer touches than a raw HubSpot activity export for the same rep and period. Inbound activity, unclassified activity, and activity on unmapped Contacts or Companies are excluded by design.

What's next

Need help? Reach out to your Solutions Engineer via the chat in the bottom-left corner of the N.Rich platform, by email or Slack.