How to set sales targets by rep in HubSpot that people trust
Targets only work if the people who carry them think they are fair. A number handed down without explanation gets ignored. Here is how to set them in HubSpot and keep them credible.
Start with the company number
Work backwards from the revenue goal. Divide it into months, then into the number of reps, then adjust for experience, territory and how long each rep has been in seat. A new starter should not carry a full target on day one.
Set them in HubSpot
- Use the goals tool in your sales area, if your plan includes it.
- Create one goal per rep for the period, plus a team total that adds up.
- Choose the measure: closed-won revenue is the common one.
- Set weekly and annual views too, so people can see both the sprint and the year.
Keep them fair
- Agree what counts as closed-won before the period starts.
- Say how deals that slip into the next period are handled.
- Review targets at the start of each quarter, not in the middle of it.
Show progress kindly
Progress against target is motivating when it is shown with context: time left in the period, where the pipeline stands and what is likely to close. A bare percentage on a wall can feel like pressure. Pair it with the pipeline.
Related: how to track sales against target and how to build a sales leaderboard.
Where HubDash fits
HubDash is part of Kikaye, a set of small HubSpot apps on one login. See what HubDash does, or read the setup guide.