Last updated: October 13, 2020
|Sales Hub Professional, Enterprise|
As a sales manager, you can use the sales forecast tool to keep track of your team's progress towards their goals. The forecast tool groups deals into forecast categories based on their likelihood to close, instead of their deal stage. 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.
To use the forecast tool, you’ll first need to set up forecast categories for each of your sales pipelines, then set revenue goals for your team members. Once set up, you can view revenue reporting for users in your account who have assigned Sales Hub Professional or Enterprise paid seats.
Forecast categories allow your users to group your deals into categories that represent a deal's likelihood to close. If you're a sales manager, you can group deal stages into forecast categories for your entire team in your account settings. Sales reps can also manually update the forecast category for an individual deal from the deal record. To set up your account's forecast categories:
Moving forward, your deals will be categorized into one of the forecast categories based on their deal stage. As a sales rep works on a deal, they might re-evaluate the forecast category assigned to the deal and decide that another category better represents the deal's likelihood to close. The sales rep can manually update the forecast category for an individual deal from the deal record:
Please note: you must be a Super Admin in order to create, edit, and delete goals in your account.
Once you customize your forecast categories, you need to assign revenue goals to your team.
Once you've set up forecast categories and assigned revenue goals, you can start to use the forecast tool to track your team's progress. You can view how much revenue each team member has closed relative to their revenue goal, and which deals are expected to close in the selected time frame. This 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.
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 the Actions dropdown menu then select Go to Sales Analytics.