Feature Request: Native Sales Coverage Reporting Using Goals & Forecast Data

HubSpot Ideas
1

Problem

Many sales teams track sales coverage as a core KPI:
Sales Coverage = Open Pipeline / Remaining Gap to Goal

HubSpot already contains all required data to calculate this:

  • Revenue Goals (targets and gap to goal)
  • Open pipeline (open deals)
  • Closed won revenue
  • Forecast data

However, today this calculation is not possible in a single report or dashboard.

Current Limitations

  • Goal-based reports show target vs achieved, but:

    • Cannot include open pipeline
    • Have very limited property and formula support

  • Custom deal-based reports allow formulas, but:

    • Cannot reference Goals or Forecast data

  • Forecasting UI does show similar insights, but:

    • Is not reportable
    • Cannot be added to custom dashboards

As a result, users are forced to:

  • Recreate goals using custom properties
  • Populate targets via workflows or imports
  • Maintain complex, fragile workarounds that don’t scale well

Requested Feature

Enable native reporting on sales coverage by allowing one (or more) of the following:

  1. Make Goal and/or Forecast data available in Custom Report Builder

  2. Allow calculated fields to reference:

    • Goals
    • Gap to goal
    • Forecasted revenue

  3. Introduce a standard “Sales Coverage” KPI that can be:

    • Filtered by time period, pipeline, owner, or team
    • Added to custom dashboards, similar to goal reports

Why This Matters

Sales coverage is a critical KPI for sales managers and leadership, used for:

  • Forecast confidence
  • Capacity planning
  • Pipeline health monitoring
  • Executive reporting

The fact that HubSpot’s own documentation and glossary describe sales pipeline coverage, while it cannot be reported on natively, creates confusion and unnecessary complexity for customers.

Impact

This feature would benefit:

  • Sales managers & directors
  • Revenue operations teams
  • Executive stakeholders
  • HubSpot partners implementing forecasting dashboards

It would significantly reduce the need for external spreadsheets and custom workarounds, and strengthen HubSpot’s position as a single source of truth for revenue forecasting.