Create sales goals

With sales goals, managers can create user-specific quotas for their sales 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.

• 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

• In your HubSpot account, navigate to Reporting > 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. 

• In the Goal name field, enter a name for your goal.
• To set up goal contributors:
  • Under contributors, select either User goals only or Teams with user goals. 
  • Based on your selection, on the Users or Teams dropdown menu, select the users or teams for the sales goal. 
  • Team goals can be based on each individual user on the team or the team as a whole. 
  • To include extra team members in a team goal, click Include contributions from extra team members checkbox.

• • If a user is a member of more than one team, a goal target can only be applied for one of the teams they are a member of.
  • If a user is a primary member of one of those teams, that's the only team their target can be applied to.
• To set up Duration:
  • On the Duration dropdown menu, select whether you want this sales goal to be measured Weekly, Monthly, Quarterly, Yearly, or Custom. 
  • If you select Custom, enter the start date and end date.
  • To align the duration with your fiscal year settings, click the Align with your fiscal year settings? checkbox.

• If you're using a Forecasted revenue goal template, select a Year and Pipeline this goal applies to. 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.

• In the bottom right, click Next.
• On the Performance page, set up your targets for the year:
  • For each user or team you select, set and edit different values for each month, quarter, or year. If you want to set the same monthly or quarterly goal for the entire year, select the checkbox to the left of a user or team, then click Apply targets.
  • For Sales Hub Professional+ and Service Hub Professional+ users you can select both team and user goals.
  • 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 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.

• In the bottom right, click Next.
• Select the checkbox next to any goal milestones that you want to trigger a notification for.

• 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 > 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.

• To 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.
  • 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.
• To clone a goal, hover over a goal, then click Clone.
• 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. TT

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. Learn more about reporting on goals.