How to Create and Manage Sales Goals in HubSpot

Setting clear sales goals in Hubspot helps your team track performance, forecast revenue, and align activities with your pipeline. This guide walks you through creating, editing, and monitoring sales goals so you can get accurate, actionable insights from your CRM data.

The steps and options described here are based on the official documentation, which you can review at the HubSpot sales goals help page.

Before You Create Sales Goals in HubSpot

Goals in HubSpot are tied to your subscription level and to the object or metric you want to measure. Make sure you understand which tools and users are included in your plan.

• Only certain subscription tiers can create advanced sales goals and forecasts.
• You must have the correct permissions to edit users and reporting settings.
• Sales goals are often based on deals, revenue, or activities, depending on your settings.

If you manage multiple users or teams, you can assign separate targets to individuals or groups, and choose whether those goals roll up into a team total.

How to Access Sales Goals in HubSpot

You can manage sales goals directly from the goals tool. The exact navigation can vary slightly by subscription, but generally you will:

1. Sign in to your account.
2. Go to Reports in the main navigation.
3. Select Goals from the dropdown menu.

On the goals dashboard, you will see any existing goals, along with their status and progress. From here, you can create new goals or update existing ones.

How to Create a New Sales Goal in HubSpot

Creating a goal involves selecting a goal type, assigning owners, and defining targets for a specific time period. Use the following steps as a practical checklist.

Step 1: Start a New HubSpot Goal

1. In the goals dashboard, click Create goal or a similar button.
2. Choose a goal template based on what you want to track, such as revenue, deals created, or activities.

Goal templates determine which object and properties are used, so pick the template that best aligns with how your sales team tracks success.

Step 2: Configure Goal Details in HubSpot

After you select a template, configure the core settings for your new goal:

• Goal name – Use a descriptive name, such as “Q3 New Business Revenue”.
• Pipeline and deal stage (if applicable) – Define which deals count toward the goal.
• Measurement – Set whether the goal is based on revenue, count of deals, or other metrics supported by HubSpot.
• Time period – Choose monthly, quarterly, or custom date ranges.

These settings define how HubSpot will evaluate progress and what appears in your reporting tools.

Step 3: Assign Owners and Targets in HubSpot

Next, assign who is responsible for the goal and specify target values.

1. Select individual users or teams as goal owners.
2. Set specific numeric targets for each owner for the selected time period.
3. Optionally configure whether a team goal is the sum of individual goals, or a separate team-wide number.

You can define different targets for each month or quarter. This is useful if seasonality or campaigns will change expected performance over time.

Step 4: Review and Save the Goal

Before you finish, confirm that the settings meet your reporting needs.

• Check that the measurement type matches your reporting strategy.
• Verify that each owner has a realistic target.
• Confirm that the start and end dates are correct.

Once everything looks accurate, click Save or Done to activate the goal. HubSpot will start tracking progress based on deals and activities that match your chosen criteria.

Managing Existing HubSpot Sales Goals

After your targets are in place, you may need to adjust them due to staffing changes, new pipelines, or updated forecasts.

Edit Goal Settings

To update an existing goal:

1. Return to the Goals dashboard.
2. Locate the goal you want to change.
3. Click the goal name or the actions menu (often represented by three dots).
4. Select Edit.

Depending on the goal template and your subscription, you can typically modify owners, targets, and time ranges. Be cautious when changing measurement or pipelines partway through a period, as this can affect how historical performance is interpreted.

Adjust Monthly or Quarterly Targets

For long time periods, it is common to refine targets mid-year. You can:

• Update future months while leaving past months unchanged.
• Increase or decrease upcoming targets based on new forecasts.
• Reassign targets from one user to another if roles change.

This flexibility lets you keep your HubSpot goals aligned with actual team capacity and market conditions.

Deactivate or Delete Goals

Sometimes, a goal is no longer relevant. Depending on your permissions, you may be able to deactivate or delete it:

• Deactivate a goal if you no longer want it to track progress but still need historical data.
• Delete a goal if it was created by mistake or is not needed at all.

Carefully review historical reports before deleting, as removing a goal can affect how certain dashboards appear to your users.

How HubSpot Tracks Goal Progress

Understanding how progress is calculated ensures your reporting is trustworthy.

• For revenue-based goals, HubSpot typically uses the amount on closed-won deals within the selected pipeline and timeframe.
• For deal count goals, it counts deals that meet the defined criteria, such as reaching a specific stage.
• For activity-based goals, progress may rely on calls, emails, meetings, or tasks logged by your team.

The goals dashboard often includes visual indicators such as:

• Percentage of goal achieved.
• Actual value versus target value.
• Time remaining in the goal period.

Use these metrics to quickly see if users or teams are on track, ahead, or behind their targets.

Reporting on HubSpot Sales Goals

Once your goals are active, reports and dashboards can help you understand performance trends and forecast outcomes.

Use Standard Goal Reports

Many accounts include built-in reports that show:

• Goal attainment by user.
• Goal attainment by team.
• Goal performance over time.

These reports often appear in the reporting library, and you can add them to any dashboard for ongoing monitoring.

Create Custom Dashboards with HubSpot Goals

If you need more specific insights, build custom dashboards that combine goal metrics with other KPIs.

• Compare goal attainment with pipeline coverage.
• View progress against quota alongside key activities.
• Segment reports by region, product line, or pipeline.

Pairing structured goals with flexible reporting helps you coach your team and spot issues early.

Best Practices for Sales Goals in HubSpot

To get the most from your setup, follow a few practical habits:

• Align goal templates with how your team defines success.
• Keep pipelines and deal properties clean so calculations remain accurate.
• Review and update goals at the start of each period.
• Communicate any changes in targets to affected users immediately.

For organizations that need help designing a complete revenue operations framework around their CRM, consider working with a specialized consultancy like Consultevo, which focuses on optimizing implementations and reporting.

Next Steps with HubSpot Sales Goals

Sales goals are most powerful when they are integrated with your broader forecasting, coaching, and reporting processes. Once you have created and refined your goals, continue to track performance, adjust targets as your strategy evolves, and educate your team on how progress is measured.

By structuring your sales goals carefully and taking advantage of the dedicated tools provided in your account, you build a consistent, data-driven way to evaluate success and plan for growth.

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