Track Forecast Accuracy in Hubspot: Step-by-Step Guide

Accurately predicting revenue in Hubspot is essential for sales leaders who need reliable forecasts, pipeline visibility, and clear performance tracking across teams and time periods.

This guide explains how to use the forecast accuracy tools so you can compare expected revenue to actual revenue and refine your sales process.

Understanding Forecast Accuracy in Hubspot

Forecast accuracy in Hubspot shows how closely your submitted forecast matches the amount your team actually closes in a given period. This comparison helps you understand if your team is:

Over-forecasting and missing targets
Under-forecasting and leaving growth potential hidden
Consistently reliable in their predictions

The forecast accuracy tools use amounts from revenue goals and closed-won deals to calculate and visualize performance.

Key Requirements Before Using Hubspot Forecast Accuracy

To see complete and reliable forecast accuracy data, make sure the following are set up in your account:

Sales Hub Enterprise subscription
Revenue goals configured for users, teams, or pipelines
Forecasting tools connected to your primary deal pipeline
Deals created with accurate amounts, close dates, and stages

Without revenue goals and consistent data entry, the accuracy views in Hubspot will not reflect your true results.

How to Access the Forecast Accuracy View in Hubspot

To start tracking forecast accuracy, first open the main forecasting tools inside your account.

In your account, navigate to Sales > Forecast.
At the top, choose the correct pipeline and time period (month, quarter, or custom period).
Locate the section that displays your forecasting boards and accuracy information for that period.

Once the right pipeline and date range are selected, Hubspot can show how submitted forecasts compare to actual performance.

Hubspot Forecast Accuracy Metrics Explained

The accuracy tools compare several key values, so it is important to understand what each metric represents.

Submitted Forecast vs. Actual Revenue in Hubspot

The core comparison is between:

Submitted forecast: The amount your reps or managers submit for their expected revenue in the chosen period.
Actual revenue: The total amount from closed-won deals that fall inside the forecasted date range.

The accuracy calculation is usually based on how close these two numbers are for the user, team, or pipeline you are viewing.

Forecast Accuracy Percentage in Hubspot

Hubspot calculates an accuracy percentage that answers the question: how close was the forecast to what actually closed?

In simple terms, if someone forecasted 100,000 in revenue and closed 90,000, their accuracy would be high but slightly under the target. If they forecasted 200,000 and closed 100,000, the accuracy would be much lower.

This percentage can be reviewed:

Per user
Per team
For the entire pipeline
By month or quarter

How to Review Accuracy by User or Team in Hubspot

The forecast tools allow you to drill down into specific contributors.

Open Sales > Forecast and select the relevant pipeline and period.
Scroll to the table or board that lists users or teams.
Locate the columns that show submitted forecast, actual closed-won revenue, and accuracy.
Compare accuracy across users or teams to identify patterns.

This view shows who consistently forecasts well and where additional coaching may be needed.

Compare Forecast Accuracy Across Time Periods in Hubspot

To understand if your forecasting is improving, you need to compare performance over time.

In the forecast view, change the time period (such as moving from the current month to the previous month or quarter).
Record or export the submitted forecasts, closed-won amounts, and accuracy values.
Repeat this for several past periods.

By comparing these periods, you can see if your organization is becoming more consistent in its predictions or if accuracy is declining and needs attention.

Using Hubspot Forecast Accuracy to Improve Sales Performance

Once you can see accurate comparisons between submitted and actual revenue, you can apply those insights to real process improvements.

Identify Over-Optimistic Forecasting in Hubspot

Look for users or teams who consistently forecast higher amounts than they close. This can indicate:

Weak qualification standards
Deals moving into late stages too early
Reliance on a small number of large deals

Use the accuracy metrics to guide conversations about pipeline quality and stage definitions.

Highlight Under-Forecasting in Hubspot

Teams that regularly outperform their submitted forecast may be conservative in their numbers. While this looks positive, it can make planning harder for leadership. Review their accuracy metrics and encourage more realistic submissions that reflect true potential.

Align Goals, Pipelines, and Forecasts in Hubspot

Forecast accuracy is most helpful when revenue goals, deal stages, and forecasting submissions are closely aligned.

Confirm that revenue goals match the team’s responsibilities.
Review deal stage probabilities and descriptions.
Coach reps to base their forecasts on pipeline data rather than intuition alone.

Best Practices for Reliable Forecast Accuracy in Hubspot

To maintain reliable reporting, follow these practices across your team:

Keep deal amounts and close dates up to date.
Move deals through stages consistently.
Submit forecasts on a regular cadence (weekly or monthly).
Review accuracy reports in team meetings.
Update revenue goals when your strategy or structure changes.

Combined, these habits make your accuracy metrics more trustworthy and actionable.

Where to Learn More About Hubspot Forecast Accuracy

You can review the original platform documentation for full details on terminology, permissions, and interface options here: official forecast accuracy documentation.

If you need broader CRM or sales process consulting beyond Hubspot, you can also explore specialized optimization help at Consultevo.

By consistently reviewing how your submitted forecasts compare to actual closed-won revenue, you can turn Hubspot into a powerful engine for predictable growth and data-driven decision-making.

Need Help With Hubspot?

If you want expert help building, automating, or scaling your Hubspot , work with ConsultEvo, a team who has a decade of Hubspot experience.

Scale Hubspot

“`