Enable Cumulative Goal (i.e., include Multiple Quarters) in Weighted Forecast

Smart CRM & Sales Hub Dashboards & Reporting
1

Hi,

My company is beginning to use the new Forecast capabilities within HubSpot to track how individual sellers are progressing vs. Goal (Quota).

We are using the “Weighted Forecast Category” report under Sales --> Sales Analytics --> Weighted Forecast Category.

This report is great at showing how Sales Reps are tracking against goal for an individual quarter; however, it’s very common to want to see how they are tracking Year-to-Date against their goal.

So for example, today (April 1) is the first day of Q2. So we’d like to be able to see the seller’s total sales (revenue) for Q1 and Q2, and what their total Goal is for Q1 and Q2.

Currently, though, the report only allows you to filter the date range to a single Quarter or Month; there is no option to multi-select quarters (see screenshot below). It is a very common use case to want to see cumulative tracking throughout the year (i.e., if a Sales Rep hits their Quota for Q2, but misses Quota for Q1, where are they in the cumulative view for Q1 + Q2?).

I’m wondering if there are plans to add a multi-quarter selection to this report in the near future, or if anyone is aware of workaround for this issue?

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2

Hey @DCombs, thank you for posting in our Community!

You can consider creating custom reports within HubSpot using a combination of filters and data visualization tools to track cumulative performance across multiple quarters. While this may require some manual effort initially, it can offer more flexibility in tailoring the report to your specific needs. Another option is to export the data from the Weighted Forecast Category report into a spreadsheet and manually calculate the cumulative performance for each sales rep across multiple quarters.

To our top experts @Josh, @Anton and @Lucila-Andimol do you have any recommendations for @DCombs?

Kindly,

Pam

3

Thanks for weighing in Pam!

So effectively:

  • the native Forecast capability in HubSpot does not have the ability to show two quarters at the same time (or an alternative approach to “year-to-date” cumulative performance tracking)
  • The recommendation is therefore to either create a custom report in HubSpot, or export the data and create the cumulative view using a different tool (e.g., Excel)

Does this summarize the current state of the HubSpot forecast capability? If yes, do you have any idea if the ability to show cumulative performance against goal is on the product roadmap?

Thanks for all of your help Pam!