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Create sales goals

Last updated: March 27, 2024

Available with any of the following subscriptions, except where noted:

Sales Hub   Starter , Professional , Enterprise

With goals, managers can create user-specific quotas for their sales and services teams based on templates provided by HubSpot. Managers can then assign these goals at the user, team, or pipeline level. Use goals in reports to visualize and track attainment over time, providing better contextual insights into performance.

Learn how to create custom goals from scratch.

Different subscription tiers have access to different goal measures:
  • Sales Hub and Service Hub Starter provide access to only the Revenue goal measure. 
  • Sales Hub Professional and Enterprise provides access to Deals created, Calls made, Revenue and Meetings booked.
  • Service Hub Professional and Enterprise provides access to the Average ticket resolution time, Average ticket response time, Revenue, and Tickets closed goal measures.

Please note: you must be a user with a paid Sales or Service Hub Professional or Enterprise seat or a Super Admin to create, edit, and delete sales or service goals in your account. To be assigned a goal, however, you must have either a paid Sales or Service Hub Professional or Enterprise seat. Learn more about managing goals permissions for users

Create sales goals for your team

  • In your HubSpot account, navigate to Reporting & Data > Goals.
  • In the top right, click Create goal
  • Select to create a goal using a template or from scratch. Learn more about creating goals from scratch.
  • Select Create from template.
  • In the left panel under Category, select Sales.
  • Select the goal type you want to create, then click Set goal. To create a forecasted goal, select the Forecasted revenue goal template.

Please note: if the Revenue template is selected, the goal is either monthly or quarterly and the goal is set to track All pipelines or a single pipeline, the goal template will be categorized as Forecasted revenue


create-goal-from-template

  • Enter a name for the goal.
  • In the Contributors section, select the Users or Teams that you want to assign the goal to, then use the search field to locate the associated users or teams in your account.
  • Select a Duration. Click the Duration dropdown menu and select weekly, monthlyquarterly, yearly or custom.
    • When using weekly, monthlyquarterly or yearly , to align the goal's duration with your account's fiscal year, select the Align with your fiscal year settings? checkbox. 

    • When using a custom duration, enter the start and end dates.
  • If you're using a Forecasted revenue goal template, select a Year and Pipeline. The year will align with the account's fiscal year chosen in the settings.

Please note: when creating a goal, the goal Duration must match the Forecast period to display in your forecast. For example, if the goal duration is set to quarterly, then the forecast period must also be set to quarterly.


  • Click Next.
  • Set up your targets for the year:
    • For each user or team you selected, set and edit different values for each month. For Sales Hub Professional+ and Service Hub Professional+ users you can select both team and user goals in this screen. If you opted not to use forecasts for your goal, you can click the Pipeline dropdown for each user or team and select a pipeline.

Please note: to view or edit users in Team goals, the user must have a paid Sales Hub Starter, Professional, or Enterprise seat, or a Service Hub Enterprise seat and view/edit permissions

    • If you want to set the same monthly goal for the entire year, select the checkbox to the left of a user or team, then click Apply targets.
      • In the dialog box, enter a target amount.
      • Click Apply.
    • If you opted not to use forecasts for your goal, and you want to set the same pipeline for every user or team you selected, select the checkbox in the top left of the table, then click Apply pipelines.
      • In the dialog box, click the Select pipelines dropdown menu then select a pipeline.
      • Click Apply.
  • Click Next.
  • Select the checkbox next to any goal milestones that you want to trigger a notification for.
goal-notifications
  • In the bottom right, click Done.

Manage your goals

View your goals by measurement type, team, and pipeline. To manage goals in your HubSpot account, the user must have a paid seat.

  • In your HubSpot account, navigate to Reporting & Data > Goals.
  • In the Overview tab, to filter your goals:
    • Goal template: to filter your goals by template, click the Goal template dropdown menu.
    • Goal name: to filter your goals by their name, click the Goal name dropdown menu.
    • Duration: to filter your goals by duration, click the Duration dropdown menu.
    • Teams: to filter your goals by team, click the Teams dropdown menu. 
    • Users: to filter your goals by users, click the Users dropdown menu. 
    • Pipelines: if you're tracking revenue, click the Pipelines dropdown menu to view goals for a specific pipeline.
overview-goals

  • Edit a month's goal or change the notification settings for reaching a specific goal milestone, hover over the user or team, then click Edit goal.
    • In the right panel, make any changes to the contributor's goal values, or click the Notifications tab to edit notification settings.
    • When you're done making changes, click Save.
  • If you want to remove a user from your goals dashboard, select the checkbox to the left of their name, then at the top of the table, click Delete. TTo

Please note: progress amount, status and last calculated at timestamps are updated every 24 hours.

Use goals in reports

Deal-based sales goals can be used in reports to visualize goal target data. Reference lines can also be added to the report builder for sales goals.

Use deal-based sales goals in reports

Use sales goal data in deal-based reports. Goal data can be used in Bar, Column, Line, and Area charts.

  • In your HubSpot account, navigate to Reporting & Data > Dashboards.
  • In the top right of a deal-based report, click the filter View & filter icon.

view-and-filter

  • In the Filters tab, click the Goals dropdown menu and select a goal. The Goal dropdown menu will only display goals that use the same date property and frequency of the report.
  • The report will update to display the goal target data. 

Please note: a shorter frequency goal can be viewed in a longer frequency report, for example, a weekly goal will be displayed as a monthly goal if the report frequency is set to Monthly. However, the opposite is not true. A monthly goal cannot be viewed as a weekly goal.


goal-report

  • Add additional required filters in the right panel. If the report filters are edited after the goal has been selected, the goal will be removed from the report and will need to be selected again.
  • To customize your report further, click Customize in the bottom left. If a report has goals data represented on the chart, this option will be disabled as the report cannot be customized further. To enable the customize option, remove Goals from the report.
  • Click Save.

Add a sales goal reference line in the report builder

You can create single-object deal reports that track revenue goals to measure your impact over time. HubSpot provides a set of standard reports in the report library, and Professional or Enterprise users can customize these reports or create a custom report.

When creating a revenue goal report, keep the following in mind:

  • You can add sales goals to a report by adjusting the Display options in the report builder. The report must be a single-object deal report that includes a date property. The report must also use the Line or Area chart type.

    include-monthly-reference-line
  • When using sales goals in custom single-object reports, it's recommended to include a filter for a specific pipeline associated with the goal. Otherwise, all pipelines will be factored into the report.
  • Revenue goal is calculated as follows: (goal revenue / total number of days in the selected date range) x number of days so far in the selected date range. For example, if the date range in your report is set to This month, the calculation would be: (goal revenue / total number of days in the month) x number of days in the month so far.

You can manually add goals to reports created with the advanced custom report builder. A monthly goal can be added in the custom report builder for the following chart types:

  • Vertical bar, Line, and Area charts with a date property on the X-axis.
  • Horizontal bar charts with a date property on the Y-axis.

If your report meets one the above criteria, you can add a monthly goal to the report by clicking Chart Settings in the Configure tab of the report builder. 

report-builder-chart-settings0

Please note: it is not possible to report on team goals.

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