Goals including previous months

Smart CRM & Sales Hub Dashboards & Reporting
,
1

Hi

Our sales team has annual target, for example $500K. This is tracked down on a Monthly milestone. Say for Jan they should achieve $3K. For Feb $5K.

How does the $500K is calculated: if a sales rep achieved $3K in Jan. This means the accounts closed will generate $3K every month, so $36K on a year.

So, every month, we will get revenue generated from previous months and add revenue generated form the current month to their goal.

So, Feb goal = Jan revenue + Feb revenue.

The issue is that in the Goals module, it shows only revenue from deals closed in that specific months which is an issue here.

I cant change the close date from previous months deals, as they will be removed from that month’s goal.

What do you recommend here?

2

Hello @AAbu-Farha , and thank you for posting your question!

I found a few Knowledge Base resources that should help clarify what you’re asking for:

I’m also tagging a few community experts for additional insight. Hey there @SanjayKumar , @RomyFuchs1 , and @Mike_Eastwood — I hope you’re having a great week! Any additional ideas here?

Thanks
Victor

3

Hi @AAbu-Farha

You’ve run into a real limitation of the native Sales Goals feature: it only looks at revenue tied to deals whose close date is in that specific month, it does not natively roll forward recurring revenue month over month the way your model requires.

Given how you’re calculating targets (each new closed deal adds recurring monthly revenue that should count in all future months of the year), you’re essentially doing an MRR/ARR-style “run‑rate” quota, while the Goals UI is doing “closed revenue in period”.

You’re right: changing close dates to “fake” this would break reporting, forecasting, and attribution, so that’s not an option.

What I recommend (practical setup)

The closest fit in HubSpot for your logic is to treat this as recurring revenue and report on it with Revenue Analytics and/or custom deal reports, then use Goals only for high‑level annual quota if you really need the native goals UI.

1. Model the recurring revenue correctly on deals

If you’re not already:

  1. Add HubSpot’s recurring revenue properties (if not yet enabled):
  • Go to Reports > Revenue Analytics and follow the prompt to “Create properties and start tracking”. This creates:
  • “Recurring revenue – amount” (monthly amount)
  • “Recurring revenue – deal type”
  • “Date of recurrence revenue inactivity”
  • “Recurring revenue – reason for inactivity”
  1. On each Closed Won deal:
  • Set Recurring revenue – amount to the monthly recurring amount for that account (e.g., 3K). This is explicitly a monthly value.
  • Use the recurring deal‑type and inactivity fields if you have renewals/churn later so the run‑rate stays accurate over time.

This gives HubSpot a proper MRR‑style data model for your “this deal generates 3K every month” assumption.

2. Use Revenue Analytics / custom reports to track cumulative monthly attainment

HubSpot’s Revenue Analytics report is designed to show:

  • New recurring revenue by month
  • Existing recurring revenue carried into each month
  • Lost recurring revenue (churn/downgrades)

Concretely:

  1. Go to Revenue Analytics.
  2. Filter:
  • Date range = year
  • Pipeline = your main sales pipeline
  1. Use the metrics toggles (New / Existing / Lost recurring revenue) and the table to see, for each month:
  • Existing = “run‑rate” from previous months’ won deals
  • New = new recurring revenue added this month
  • Total for the month = Existing + New – Lost

This is very close to your desired Feb Goal = Jan revenue + Feb revenue logic—just expressed in recurring‑revenue language.

If you want more control per rep:

  • Build a custom single property deal report filtered to Dealstage = Closed won and show:
  • Sum of “Recurring revenue – amount” by month
  • Split by owner
  • Use the advanced report designer’s monthly target line to overlay a numeric monthly goal (e.g. 3K, 5K, etc.) on a line or area chart.

This report will then show, per rep per month:

  • Cumulative recurring revenue in that month (carried plus new), compared against the goal line.

3. How to reconcile this with the native Goals module

The Goals feature itself cannot be told “count recurring revenue from all previously closed deals each month”. It’s fundamentally quota‑per‑period based on close dates.

Realistically you have two options here:

  1. Use Goals just for the annual headline quota
  • Set a yearly revenue goal per rep (e.g. 500K) in Goals.
  • Accept that the monthly view in Goals will not match your MRR‑style logic.
  • Use custom reports/revenue analytics as the operational reality for monthly attainment.
  1. Approximate your model by giving each month its “end‑of‑month run‑rate target”
  • Instead of 3K in January, 5K in February as “new closed revenue”, define the goal per month as the cumulative run‑rate you expect by the end of that month (e.g. Jan 3K, Feb 8K, Mar 12K, etc.).
  • Then use a deal-based report with revenue targets, not the Goals module itself, to visualize:
  • Metric = total recurring amount “active” in that month (via Revenue Analytics or custom calculated logic).
  • Target line = your cumulative expected run‑rate for that month.

The limitation to be aware of:

  • There is no native setting in Goals to change the underlying calculation to “recurring run‑rate”; it will always be based on deals with close dates in the period.

What I would do in your place

Given your role and how KPI‑driven you are:

  1. Turn on and use the recurring revenue properties and Revenue Analytics as the source of truth for MRR‑style quotas.
  2. Build a per‑rep monthly report (deal‑based) that:
  • Uses recurring revenue properties
  • Is filtered to Closed Won
  • Has a monthly goal line per rep (using the advanced custom report designer).
  1. Use the Goals module only for:
  • Annual quotas per rep
  • Optional monthly “reference” quotas, but don’t rely on its period‑only logic for your recurring KPI.

I really hope this works.
Regards