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Forecast

Create sales goals

Last updated: December 6, 2022

Applies to:

Sales Hub Starter, Professional, Enterprise
Service Hub 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. Learn how to create custom goals from scratch.

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

You can also use the revenue goals tool to create quotas for your sales users. Learn how to use the new version of the revenue goals tool.

Please note: you must be a user with Forecast permissions in order to create, edit, and delete goals in your account. In order to be assigned a goal, however, you must have either a paid Sales Hub Starter, Professional, or Enterprise seat, or a Service Hub Enterprise seat

Create goals for your team

  •  
  • In the left sidebar menu, navigate to Tracking & Analytics Goals.
  • In the top right, click Create goal.
  • On the Create a goal screen, select Create from template.
  • Click Next.
  • Enter a name for the goal.
  • Click the Category dropdown menu and select SalesServices, or Marketing.
  • Click the Type dropdown menu and select a type.
  • Click Next.
  • If you are creating a revenue goal, select the circleFilled radio button to confirm whether you intend to create forecasts for your goal, which also allows you to review reports with goals and forecast data. 
  • If you are creating a marketing goal, on the Setup screen, select the Ad account(s)Ad campaigns, and Duration dropdown menus to connect your ad accounts and ad campaigns, and set the duration of your goal. Then, click Next.
  • If you are creating a sales or service goal, on the Setup screen, select the circleFilled radio button next to either 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.
  • Based on whether you opted to forecast with your goal, finish setting up the details of the goal:
    • If you're forecasting for the goal, select a Year and Pipeline. The year will align with the account's fiscal year chosen in the settings.
    • If you don't intend to forecast, select a Duration. Click the checkmark below the dropdown menu to align the duration with your fiscal year settings.

goal-configuration-configure-goal-details

  • Click Next.
  • Set up your targets for the year:
    • For each user or team you selected, set and edit different values for each month. 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.
    • 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.

goal-configuration-set-targets

  • Click Next.
  • Select the checkbox next to any goal milestones that you want to trigger a notification for.
  • Click Save.

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 the left sidebar menu, navigate to Tracking & analytics Goals.
  • To filter by a goal measurement, click the dropdown menu above the list of users.
  • To filter your users by team, click the Teams dropdown menu. 
  • If you are tracking revenue, click the Pipelines dropdown menu to view goals for a specific pipeline.

goals-dashboard

  • 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 monthly 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

Pl

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

Report on sales goals

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 in mind the following:

  • 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.

    revenue-report-display-goals
  • 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.

In addition to single-object reports, you can also 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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