Last updated: April 28, 2021
The forecast tool allows managers to keep track of their team's progress towards reaching their goals. To use the forecast tool, you will first need to set up forecast categories for each of your sales pipelines, then set revenue goals for your team members.
Please note: to set up the forecast tool and edit your forecast categories and settings, you must be a Super Admin. Users with Forecast permissions can view and make changes in the forecast tool, but cannot edit the forecast categories and settings.
Forecast categories allow you to group your deals into categories that represent a deal's likelihood to close. Users can also manually update the forecast category for an individual deal from the deal record. To set up your forecast categories:
Please note: you can clone and edit the default workflow that are added to your account when the Automate forecast categories switch is turned on. If you clone and edit the default workflow, it is recommended to turn off the Automate forecast categories switch so your custom automation will apply instead.
Moving forward, your deals will be categorized into one of the forecast categories based on their deal stage.
As a rep works on a deal, they might re-evaluate the forecast category assigned to the deal and decide that another category better represents the deal's likelihood to close. They can manually update the forecast category for an individual deal from the deal record:
HubSpot's default forecast categories include Most likely, Best case, Pipeline, and Commit. If you want to edit the category labels or add another category, you can edit the Forecast category property.
In addition to Not forecasted and Closed won, only five additional categories will appear in your forecast category mapping. Specifically, only the last five property values will appear as categories that you can map to in your forecast settings. If you have more than five additional categories, you would need to drag and drop your property values to one of the last five positions in the property's settings in order for it to appear in your forecast settings.
Please note: while only the last five forecast categories will appear in your forecast settings, you can select any forecast category when manually updating a deal record's Forecast category property.
Keep in mind that the order of the categories will impact the Deal change history report in your sales analytics tool. Specifically, deals must move through the forecast categories in order, from top to bottom, to count as a deal whose forecasted amount moved forward. For example, if the order of your categories is Best Case, Pipeline, then Commit, when the deal moves from Best Case to Pipeline it will be counted as a deal whose forecasted amount moved forward in your Deal change history report for the selected time.
Please note: you must be a Super Admin in order to create, edit, and delete goals in your account.
Once you customize your forecast categories, you need to assign revenue goals to your team.
When you're done setting up your forecast categories and assigning revenue goals to your team, learn more about using the forecast tool.