HubSpot Sales Forecasting

HubSpot Sales Forecasting reads your live deal pipeline and projects how much revenue your team is likely to close in the current period. Instead of exporting deals to a spreadsheet, it weights each open deal by stage or forecast category, rolls submissions up from rep to manager, and updates the number the moment a deal moves.

What it does

A forecast that updates as deals move

The numbers come from the same deals your reps work every day, so the projection stays current without manual exports.

Live deal data

Forecasts read straight from the pipeline, not a copied spreadsheet.

Forecast categories

Tag deals as Commit, Best Case, Pipeline, or Omitted to sort what is likely from what is not.

Weighted pipeline

Each open deal contributes by its stage win probability for a probability-adjusted total.

Manager rollups

Rep submissions roll up the team hierarchy so a manager sees their whole region in one view.

Monthly and quarterly periods

Forecast by the period your team runs on and compare submissions against quota.

Multi-currency support

Deals in THB, SGD, MYR, and others convert to one reporting currency for regional teams.

From pipeline to projection

One number leadership can trust

Because the forecast is built on the deals reps already manage, the figure on the dashboard matches the figure in the pipeline. When a deal slips to next month, the forecast reflects it without anyone touching a spreadsheet.

Compare submitted forecast against weighted pipeline and quota side by side
See the gap between Commit and Best Case to gauge upside
Filter the forecast by owner, team, pipeline, or deal stage
Track how the forecast shifts week over week as the period closes

Sales dashboard

Pipeline value

฿2.45M

▲ 12%

Deals won

▲ 4

Avg. response

14m

▼ faster

Jan

Feb

Mar

Apr

May

Jun

Setup

How to set up forecasting

Confirm your deal stages and win probabilitiesForecast weighting reads the win probability set on each pipeline stage, so check those values reflect how your team actually closes.
Choose your forecast period and pipelinesSet monthly or quarterly periods and select which pipelines feed the forecast. A property-tour pipeline and a corporate-deal pipeline can each have their own view.
Set quotas by rep and teamAssign targets so submitted forecasts and weighted pipeline show against goal. Quotas roll up the same hierarchy as the forecast.
Have reps categorize their open dealsReps tag each deal as Commit, Best Case, Pipeline, or Omitted. This is the manual judgement layer that sits on top of the automatic stage weighting.
Review the rollup and submitManagers review their team’s submissions, adjust if a number looks optimistic, and submit the regional forecast to leadership.

Works with the rest of Sales Hub

Forecasting is one piece of the deal and pipeline tooling inside Sales Hub.

FAQ

Common questions

Where does the forecast number come from?

It is calculated from your live open deals. HubSpot reads each deal’s amount, stage, close date, and forecast category from the pipeline, then totals them by the method you choose. Move or update a deal and the forecast updates with it, so there is no spreadsheet to keep in sync.

What is the difference between forecast categories and weighted pipeline?

Forecast categories (Commit, Best Case, Pipeline, Omitted) are a manual judgement a rep applies to each deal. Weighted pipeline is automatic and multiplies each deal’s amount by its stage win probability. Many teams look at both: the category view for rep confidence, the weighted view for a probability-adjusted total.

Can a manager see their whole team’s forecast in one place?

Yes. Submissions roll up the user hierarchy, so a manager sees each rep’s number and the combined team total. A regional lead in Bangkok or Singapore can view the full territory and drill into any single rep or pipeline from the same screen.

Does forecasting handle multiple currencies?

If your account uses multiple currencies, deals in THB, SGD, MYR, and others convert to your company currency using the exchange rates in your settings. This lets a regional team forecast across markets without converting figures by hand.

Which plan includes sales forecasting?

Forecasting tools are available on the paid Sales Hub tiers, with deeper forecast customization and multiple forecast configurations on the higher tiers. Check the current Sales Hub tier comparison to confirm which forecasting features your plan includes.