Setting and Tracking Sales Goals in HubSpot: A Practical Guide

Setting goals isn’t just a formality — it’s the foundation of high-performing sales teams. And if you’re using HubSpot, understanding how to set and track goals inside your CRM is essential to turning targets into action.

The challenge? Most teams don’t just need a quota. They need layered goals across reps, teams, and business units — with visibility into how they’re tracking. This post shows you how to do that in HubSpot, and where tools like Dear Lucy can help you go further.

Learn how to build dashboards that visualize goals in real-time

Why HubSpot Sales Goals Matter

Goal setting in HubSpot isn't just about checking a box. When done right, it can help:

• Align sales targets from rep to boardroom

• Track progress in real time

• Drive the right behaviors (not just outcomes)

• Foster a culture of accountability and ownership

But to get there, you need to know what’s possible — and where the native tools stop short.

How Sales Goals Work in HubSpot

HubSpot lets you set goals for individual users or teams based on a variety of sales KPIs. These include:

• Revenue (closed-won deals)

• Calls, meetings, or emails logged

• Deals created or moved to a specific stage

You can set goals monthly, quarterly, or annually — and assign them to specific users or teams.

Bonus: You can also create custom goals for any KPI tracked in HubSpot using the "Custom Goals" feature. Learn more about native goal-setting in HubSpot.

Limitations to Watch Out For

Despite the flexibility, many teams run into these challenges:

• No pacing view — you can’t easily see if a rep or team is on track mid-month

• Limited visualization — numeric goal tracking only (no traffic lights, bars, or alerts)

• Lack of trend insights — you can’t compare to previous periods or see how fast performance is ramping

• No easy cross-team rollups — tracking across reps, regions, or business units is manual

• Can’t combine goal progress with pipeline or activity insights in a single dashboard

That’s where Dear Lucy comes in.

Want the full breakdown of HubSpot’s reporting capabilities?

How Dear Lucy Enhances Goal Tracking in HubSpot

HubSpot allows you to set sales goals — but Dear Lucy makes them actionable, visible, and scalable across your entire sales organization.

With Dear Lucy, you get:

Layered goal-setting across business dimensions

Set and track goals at every level — company-wide, business units, regions, teams, new vs. existing business, or individual reps. Dear Lucy’s dashboards reflect your actual org structure, not just rep-level quotas.

Any KPI, not just revenue

Set goals for pipeline coverage, MRR growth, meetings, conversion rate — whatever drives performance in your business.

Visual goal tracking in real time

Traffic light indicators make it easy to see whether you’re pacing behind, on track, or ahead — at a glance.

Flexible goal formats

Display performance as a percentage, delta to target, or absolute value. Tailor the views for reps, managers, or leadership.

Trend comparisons and context

Understand performance in context — compare against past periods, forecasts, or targets over time.

All embedded inside HubSpot

Your dashboards live where your team works. No switching tabs, no extra logins.

Want to see how it all works together? Explore the full Dear Lucy experience for HubSpot CRM.

Dashboard Examples with Goals: Rep, Manager, Leadership

Here’s how goals look in action across different levels of your sales org:

1. Sales Rep Dashboard

A personal performance view with:

• MRR or quota goal with traffic light pacing

• Activity-to-outcome funnel

• Daily deal movement

2. Sales Manager Dashboard

Team-level dashboard showing:

• Each rep’s goal progress and pacing

• Team MRR and pipeline growth

• CRM hygiene signals for quick coaching

3. Management Dashboard

High-level view for execs or regional leaders:

• Company goal progress vs. forecast

• Segment performance (e.g. teams, markets)

• Strategic KPIs like pipeline coverage, win rates

These dashboards are powered by your HubSpot data — but built for leadership, without requiring them to log into the CRM. Use them in management meetings, board calls, or strategic reviews.

📈 Want to set up goal dashboards in under 5 minutes? Start your free trial — no credit card needed.

How to Get Started in Minutes

1. Start a free HubSpot dashboard trial with Dear Lucy

   Create an account and connect HubSpot with one click (OAuth-based, no credit card needed).

2. Browse your ready-made dashboards

   Pick the right ones for reps, managers, or execs — and tweak if needed.

3. Drop dashboards into HubSpot (or share externally)

   Add to your HubSpot dashboard view, or invite users via access groups. No login required for public TV/screen dashboards.

Frequently Asked Questions (FAQ)

Can I set sales goals in HubSpot?
Yes — HubSpot allows you to set goals for individual reps, teams, or pipelines. You can choose goal types like revenue, calls made, meetings booked, or deals closed.

Can I track goal progress in real time?
Partially. HubSpot shows current progress toward goals, but it lacks pacing trends or traffic light indicators. Tools like Dear Lucy add real-time goal tracking with alerts, percentages, and visual indicators.

Can I create goals across multiple teams or regions?
Yes, but it can get complex. HubSpot doesn’t natively support multi-level rollups across reps, teams, and business units without custom setup. Dear Lucy simplifies this with ready-made dashboards that layer your goals by role or market.

Can I track KPIs other than revenue as goals?
HubSpot supports a few standard KPIs, but many teams want to track goals for things like pipeline growth, meetings, or conversion rate. Dear Lucy lets you set and monitor any KPI goal, with built-in pacing and performance insights.

How do I get started with better goal tracking?
Start a free Dear Lucy trial, connect your HubSpot CRM, and your dashboards with goal tracking are ready in minutes — no configuration required.

TL;DR

Setting sales goals in HubSpot is essential — but most teams need more than just basic rep quotas. With Dear Lucy, you can:

• Set layered goals across reps, teams, and leadership

• Track pacing with visual indicators (no more guesswork)

• Combine goals with pipeline, CRM hygiene, and forecasting

• Make sales performance visible, accountable, and action-oriented

📊 Visualize your HubSpot sales goals, track performance, and drive action — without spreadsheets or workarounds.

About Dear Lucy

Dear Lucy is a HubSpot Certified App that turns your CRM data into powerful, actionable dashboards — including visual goal tracking, pipeline analysis, forecasting, and hygiene alerts. It's plug-and-play, real-time, and designed for modern sales teams.

Explore Dear Lucy on HubSpot Marketplace