Track the accuracy of forecasts

With forecast accuracy tracking, you can measure the reliability of your forecasts and the effectiveness of your forecasting process. Accurate forecasts can help you identify trends and improve the performance of your forecasts so managers can coach reps and reps can gain more visibility into their performance. 

To track your forecast accuracy: 

• In your HubSpot account, navigate to Reporting > Forecast.
• In the Forecast submission column, click the edit pencil icon next to the user or team you want to track the accuracy of forecasts for.
• In the right panel, click View history.
• In the right panel, select the Pipeline and Forecast period. Click the <, > arrows to change the time period. You can view up to one year previous. The time period you select must match your forecast period (e.g., select a specific month if your forecast period is set to monthly).
• In the Forecast accuracy section, you can review:
  • Forecast accuracy: calculated using the following equations:
    • Max = (0, 1 - forecast error percentage).
    • Forecast error percentage = (|Actual - Forecast| / Actual) x 100.
    • When the forecast error is greater than 1, accuracy will always be 0.
  • Closed won: calculated as the total amount of deals that were Closed won for the time period. 
  • Submission average: calculated as the average of all forecast submissions submitted for the time period.

Please note: the Actual or Closed won values used in the equations are based on the deal stage view.