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Goals

Use the forecast tool

Last updated: April 8, 2022

Applies to:

Sales Hub Professional, Enterprise
Service Hub Professional, Enterprise

As a manager, you can use the forecast tool to keep track of your team's progress towards their goals. By default, the forecast tool uses deal stages to forecast revenue based on their likelihood to close. If you set up forecast categories, deals can also be grouped into categories. This allows you and your team to adjust your forecast based on your knowledge of the deals, without losing track of where you are in your sales process. The forecast tool is helpful to use during one-to-ones with your reps and identify where they need to focus their efforts to make their monthly or quarterly goals.

Before getting started, make sure your user has Forecast permissions assigned. Then, assign revenue goals to your team and set up your forecast categories if you would like to use them. Once set up, you can view revenue reporting for users in your account who have assigned Sales Hub or Service Hub Professional or Enterprise paid seats.

Review a forecast

  • In your HubSpot account, navigate to Sales > Forecast.
  • To review your forecast by deal stage, click the Deal stage tab.
  • To review your forecast by category, click the Forecast category tab.
  • Use the dropdown menus at the top to filter by pipeline or close date.
  • To review your forecast by team, click the team name.

Please note: if your Forecast view permissions are set to Team only, you will only be able to view your own goals and forecast in the team forecast, not your teammates'. 

  • Users with assigned Sales Hub Professional or Enterprise seats will appear in the forecast tool. Next to their name, you can analyze the following:
    • Goal attainment: the closed revenue relevant to the user's revenue goal.
    • Total: the amount of all forecasted deals for the time period. Below, the pipeline coverage ratio is the forecasted amount divided by the user’s goal.
    • Forecast categories: monitor the forecasted deal amount in each forecast category.
    • Forecast submission: an estimate of how much will be closed in a specific time period.
  • To drill down into a specific user's forecast, click the user's name.

User

  • Here, you can review the deals assigned to the user. You can assess where each deal is in the pipeline and identify which deals need more attention from your sales rep to close.
    • Use the dropdown menus at the top to filter the deals by pipeline, close date, deal stage, or forecast category.
      • A green or red dot under a deal stage indicates the stage moved forward or backward within the date range selected in the Closed date dropdown if the deal was created before the date range.
      • A green or red caret under a weighted deal amount indicates the amount increased or decreased within the date range selected in the Closed date dropdown if the deal was created before the date range.

Deal_Forecast_Dots

    • To open the deal record, click the deal name.
    • To edit the columns that appear, click Edit columns in the upper right. Select/clear the checkboxes next to the properties to display, then click Save.
    • To enter next steps the user should take to move the deal to the next stage, enter notes in the Next step field. The text that you enter here will populate the Next step property on the deal record. Click Save.

Next_step-1


  • To navigate back to your forecast, click Back to Forecast in the top left.

Submit a forecast

You can submit a custom forecast for the month or quarter to give your stakeholders an estimate of how much you think you'll close during that time.

  • In your HubSpot account, navigate to Sales > Forecast.
  • In the Forecast submission column, click the edit pencil icon next to the user or team you want to submit a custom forecast for.
  • In the right panel, select the Pipeline and Forecast period. The time period you select must match your forecast period (e.g. select Last Month, This Month, or Next Month if your forecast period is set to monthly).
  • Enter an amount in the Forecast amount field.
  • To track the history of forecast submissions, click View history to expand the section.
  • To view past forecast submission history, navigate to the History tab. Click the <, > arrows to change the time period. You can view up to one year previous.
  • Click View submissions over time to view the history of Forecast submissions  in Sales analytics.

    custom-forecast-submission
  • When you're ready to submit your forecast, click Submit forecast.

For additional sales analytics reporting, you can use the reports in your sales analytics tools. To access the sales analytics reports, in the top right click Go to Sales Analytics.

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