How to Create Multiple Forecast Outcomes in Hubspot

Hubspot gives sales leaders powerful forecasting tools to see multiple potential revenue outcomes side by side. By configuring the forecast settings correctly, you can understand your best case, likely case, and committed revenue in one clear view.

This guide walks you step by step through creating a forecast with multiple outcomes so your team can make better decisions and adjust pipeline strategy in real time.

What is a multi-outcome forecast in Hubspot?

A multi-outcome forecast in Hubspot lets you compare different revenue scenarios based on deal stages and probabilities. Instead of relying on a single number, you can:

• Visualize low, likely, and high revenue projections.
• Align sales reps and managers on realistic expectations.
• Spot pipeline gaps before the end of a period.
• Improve communication with leadership and finance teams.

These outcomes are calculated using the deals in your pipeline that match your forecast settings.

Prerequisites for using Hubspot forecast outcomes

Before you configure multi-outcome forecasts, make sure you have the right foundation in place in your Hubspot account:

• Access to the Forecast tool in your subscription tier.
• At least one sales pipeline with defined deal stages.
• Deal amounts, close dates, and stages consistently updated by your sales reps.
• Permissions to edit forecast settings and teams, if you are an admin or manager.

For detailed feature availability, review the official Hubspot documentation for forecasts at this article on creating a forecast to view multiple outcomes.

Key concepts for Hubspot forecast outcomes

To get accurate results, understand how the main concepts fit together in the Hubspot forecast tool:

• Forecast categories: Labels that define how likely a deal is to close (for example, Pipeline, Best Case, Commit, Closed).
• Deal stages: Steps in your sales process that show a deal’s progress.
• Forecast outcomes: Calculations based on combinations of categories and stages that generate different revenue scenarios.
• Forecast periods: Time frames such as monthly or quarterly that define which deals are considered.

Once these concepts are set, Hubspot can automatically calculate multiple outcomes from your active deals.

How to set up forecast outcomes in Hubspot

Follow these steps to configure a multi-outcome forecast based on the information available in your Hubspot settings.

Step 1: Open the Forecast settings in Hubspot

1. Log in to your Hubspot account as an admin or sales leader.
2. Click the settings gear icon in the main navigation.
3. In the left sidebar, navigate to the sales or forecast configuration section (labeling can vary by account and language).
4. Locate and open the Forecast configuration page to manage pipelines and outcomes.

Here you will define which pipelines and stages appear in your forecast views.

Step 2: Choose the pipeline for Hubspot forecast outcomes

1. Within Forecast settings, select the pipeline you want to forecast.
2. Confirm that all relevant deal stages are active and correctly ordered.
3. Review the probability or stage weighting, if you are using those values in your outcomes.

Each pipeline can have its own forecast configuration, so large teams may repeat this setup across multiple sales processes in Hubspot.

Step 3: Map deal stages to forecast categories

Mapping is key to how Hubspot turns stages into forecast outcomes.

1. In the selected pipeline, locate the mapping area for forecast categories.
2. For each deal stage, assign it to a forecast category such as Pipeline, Best Case, Commit, or Closed.
3. Ensure that early qualification stages map to low-confidence categories, while late stages map to Commit or Closed.
4. Save your changes.

This mapping tells Hubspot which deals belong in each forecast bucket when calculating different outcomes.

Step 4: Define the forecast outcomes in Hubspot

Once categories and stages are mapped, set up the specific outcomes you want to compare. Depending on your edition and interface, you can typically configure outcomes like:

• Best case: Includes deals in high and medium confidence categories.
• Likely: Includes deals in commit-level categories only.
• Most conservative: Focuses only on deals at the final stages or already closed.

To configure these outcomes:

1. Open the outcomes or scenario configuration section within the Forecast settings.
2. Create or edit each outcome by selecting which forecast categories it includes.
3. Optionally adjust filters such as minimum amount or probability where available.
4. Save each outcome so it appears in the main Forecast dashboard in Hubspot.

How to view multiple outcomes in the Hubspot forecast tool

After configuration, sales managers and reps can see all outcomes in one interface.

Step 5: Access the Forecast dashboard in Hubspot

1. From the main navigation, go to the Sales or Forecast menu.
2. Select Forecast to open the forecast dashboard.
3. Use the dropdown menus to choose the pipeline, team, and period (month or quarter).

The dashboard will now display the different forecast outcomes that you defined in your Hubspot settings.

Step 6: Compare forecast outcomes for better decisions

On the Forecast dashboard in Hubspot, you can:

• View total revenue for each outcome (Best Case, Likely, Commit, etc.).
• Drill into individual reps or teams to analyze their contribution.
• Click on the revenue numbers to open the list of deals included in that outcome.
• Review stage, amount, and expected close date directly from the forecast view.

By comparing outcomes, you can decide whether to focus on generating new pipeline, accelerating late-stage deals, or tightening commit deals.

Best practices for accurate Hubspot forecast outcomes

Set up is only part of the process. To keep your forecast reliable, follow these best practices in Hubspot:

• Enforce stage hygiene: Require reps to move deals promptly when milestones are reached.
• Use realistic categories: Make sure forecast categories reflect genuine probability, not optimism.
• Audit deals regularly: Managers should review large or strategic deals each week.
• Align on definitions: Clearly define what Commit, Best Case, and Pipeline mean for your organization.
• Monitor slippage: Track deals that move their close dates frequently and adjust expectations in Hubspot.

Troubleshooting common Hubspot forecast issues

If your forecast outcomes do not look right, consider these checks:

• Verify that all relevant pipelines are selected in the Forecast settings.
• Confirm every deal stage is mapped to the correct forecast category in Hubspot.
• Check that deals have close dates inside the selected forecast period.
• Ensure deal amounts are not missing or set to zero.
• Confirm users have permission to view the team or pipeline they are analyzing.

Adjusting these elements usually resolves gaps or inconsistencies in the multi-outcome view.

Where to learn more about Hubspot forecasting

For advanced configuration details, reporting nuances, and the latest interface updates, always refer to the official Hubspot knowledge base article on this topic: how to create a forecast to view multiple outcomes.

If you need strategic help implementing forecasting across a complex sales organization, consider working with a specialist partner such as Consultevo, which focuses on CRM and revenue operations optimization.

Next steps for using Hubspot forecast outcomes

Once your multi-outcome forecast is live, schedule a regular cadence to review it:

• Weekly review with frontline managers.
• Biweekly or monthly review with sales leadership.
• Quarterly review with finance to align bookings and revenue expectations.

By combining consistent data hygiene with clearly defined outcomes, Hubspot becomes a reliable source of truth for your revenue projections and a powerful tool for proactive pipeline management.

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