Create sales goals

Summary

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.

Understand requirements

•  Users in a Sales Hub and Service Hub Starter account have access to only the Revenue goal measure. 
• Users in a Sales Hub Professional and Enterprise have access to Deals created, Calls made, Revenue, and Meetings booked.
• Users in a Service Hub Professional and Enterprise have access to the Average ticket resolution time, Average ticket response time, Revenue, and Tickets closed goal measures.

Meetings must have a value in the Activity assigned to property to be attributed to the user in goals and reports.

Please note: you must be a user with a 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 Sales or Service Hub Professional or Enterprise seat. Learn more about managing goals permissions for users. 

Create sales goals

1. In your HubSpot account, click More, then navigate to Reporting > Goals. If More doesn't appear in your account, navigate to Reporting > Goals directly.
2. In the top right, click Create goal. 
3. Select to create a goal using a template or from scratch. Learn more about creating goals from scratch.
4. Select Create from template.
5. In the left panel under Category, select Sales.
6. Select the goal type you want to create, then click Set goal. 

7. In the Goal name field, enter a name for your goal.
8. To set up goal contributors:
   • Under contributors, select one of the following:
     • Individual users: assign individual user-level targets with no team rollup.
     • Team goals only: assign targets at the team level only, without tracking individual user performance.
     • Teams with individual user targets: assign targets at both the team and individual user level. A team picker and user picker will appear allowing you to choose explicitly which team and users within those teams should be part of the goal. Use this option if you need to track individual performance within team context. 
   • Based on your selection, in the dropdown menu, select the users or teams for the sales goal. 

10. • 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.
11. 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, select the Align with your fiscal year settings? checkbox.
12. 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.

13. In the bottom right, click Next.
14. On the Performance page, set up your targets for the year:
    • To apply the same target or pipeline to multiple contributors at once, select the checkboxes next to the users or teams you want to update. A bulk action ribbon will appear above the table. Click Apply targets to set the same value across selected milestones for all selected rows, or Apply pipelines to assign the same pipeline to all selected rows.

    Please note: the first two columns of the targets table are frozen. When you scroll right to view additional milestones, the contributor name column remains visible for context. All teams appear in a single consolidated table..

    • To import targets from a .CSV file, click Import team targets or Import user targets. In the dialog box, choose a file, then click Import.

13. • 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, you must have a 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.

15. In the bottom right, click Next.
16. Select the checkbox next to any goal milestones that you want to trigger a notification for.
17. In the bottom right, click Done.
18. After clicking Done, you'll be taken to the Goals overview tab, filtered to show your newly created goal.

Manage your goals

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

3. In your HubSpot account, click More, then navigate to Reporting > Goals. If More doesn't appear in your account, navigate to Reporting > Goals directly.
4. On the Goals 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.
5. To view more details about a specific contributor's goals, click the goal.
6. To clone a goal, hover over a goal, click Action, then select Clone. In the dialog box, click Clone.
   • To update contributors, under the Edit targets tab, click Add users or Add teams above their respective tables to add multiple assignees simultaneously. Existing target values for assignees are preserved when you add or remove other users or teams.
   • Make changes within the Edit goal, Edit targets, and Edit notifications tabs, then click Save to preserve your changes. Once all changes are completed, click Exit. 
7. To delete a goal, select the checkbox next to the goal, then click Delete. The Delete button will show a loading spinner while the deletion processes to prevent double clicking.

Use goals in reports

You can use deal-based sales goals in reports to visualize goal target data. You can also add reference lines to the report builder for sales goals. Learn more about reporting on goals.