If your revenue model involves team selling, partner collaboration, or regional handoffs, then you’ve likely struggled to track performance fairly. Most CRM systems, including HubSpot by default, assign 100% of a deal’s value to a single owner. This can create a messy trail of misalignment: frustrated reps, inaccurate quota attainment, and reports that overlook key contributors.
HubSpot’s Deal Splits feature helps solve this, but reporting on it requires intentional setup. If you’re not careful, your dashboards may still show misleading numbers, especially during quota reviews or pipeline meetings.
In this guide, you’ll learn how Deal Splits and split goals work in HubSpot, how to build reports that reflect them accurately, what mistakes to avoid, and how to troubleshoot inconsistencies. By the end, you’ll have a clear path toward sales reporting that gives visibility to every contributor, and the numbers they really own.
Track Shared Success by Setting Up Deal Split Goals in Your HubSpot Reports
Deal Splits let you divide a deal’s value between multiple HubSpot users. Instead of giving one rep all the credit, you can assign a percentage share to others, say, a solutions engineer, partner manager, or co-selling rep. This feature is exclusive to users of HubSpot’s Sales Hub Enterprise plan.
Split goals take this concept further. They ensure each user’s quota progress reflects only their share of the deal value, not the entire deal value. This functionality lives within the deals object but ties directly into HubSpot’s Goals and Reporting tools.
You’ll find split data via custom properties on the deal record, such as “Split Amount,” “Split Owner,” and “Split Percentage.” These fields are automatically populated when you assign splits and feed directly into custom reports. In the Goals tool (under “Reports > Goals”), you can assign monthly, quarterly, or annual targets based on revenue from split deals.
When configured right, the system shows you exactly how much credit each person should get, no Excel workarounds, no ambiguity.
How It Works Under the Hood
Behind every Deal Split is a structured data layer that links each user to their share of a deal’s value.
Here’s what happens when a deal is marked Closed Won:
- HubSpot calculates each user’s revenue contribution based on their assigned percentage.
- This amount links directly to that person’s sales goal.
- Reports that use the “Split Owner” field reflect this adjusted credit in dashboards and totals.
For splits to work as expected, you’ll need:
- Total deal amount: The full value to be divided.
- Split participants: Internal users who contributed to the sale.
- Split percentages: Their respective shares, which must add up to 100%.
- Pipeline and stage data: Used for reporting filters and pipeline accuracy.
These inputs generate:
- Split Amount: The precise dollar figure owned by each rep.
- Split Owner: The user tied to that share.
- Goal Attainment: How much of their quota has been achieved through split deals?
You can choose between two calculation methods:
- Fixed splits: Divide the full deal amount at close, regardless of pipeline stage.
- Weighted splits: Reflect probability-weighted revenue based on pipeline stage.
Most sales orgs stick with fixed splits, as they simplify quota math and maintain consistency over time. Once your splits are defined, the data becomes available through the dedicated “Split Deals” source in the custom report builder (Reports > Create custom report > Single object > Split Deals).
Main uses inside HubSpot
Accurate quota tracking for shared deals
When multiple salespeople team up on a single opportunity, credit matters. Without splits, only one rep might hit their number, while teammates appear short, even if they helped close a critical deal.
Example: On a $100,000 deal split 70/30 between an AE and a solutions consultant, their dashboards will reflect $70,000 and $30,000 in attainment, respectively. Each user sees progress linked to their real contribution, and revenue leaders get an accurate picture of who’s pacing toward the goal.
Reporting on partner-involved deal performance
If you sell through channel partners or strategic alliances, you need to track both internal and external contributions. Deal Splits allow you to measure exactly how much revenue partners help generate.
Example: A channel partner and an internal sales rep co-close a $50,000 deal, split 40/60. Your reports will now show $20,000 in partner-attributed revenue and $30,000 for the internal team, useful for evaluating partner programs, commissions, or enablement needs.
Multi-region and team-level forecasting
In globally distributed sales models, multiple regions often support the same opportunity. Deal Splits ensure each region sees its influence reflected in forecast and quota dashboards.
Example: If the North America and EMEA teams close a $300,000 deal with a 60/40 split, those values feed into each region’s target tracking. It brings clarity to cross-border collaboration, helping territory and team leads manage local goals without overclaiming wins.
Common setup errors and wrong assumptions
Not enabling Deal Splits in your portal.
The feature only works if toggled on in your enterprise settings. If it’s not active, any report using “Split Deals” will appear blank or incomplete.
Using “Deal Owner” in reports instead of “Split Owner.”
Reports based on the primary deal owner do not account for shared credit. Always build split-relevant metrics using the “Split Owner” field to reflect the correct user attribution.
Mismatched goal types.
If someone’s goal is set to measure total revenue, but your reports show only split deals, you’ll misread performance. Be sure to choose “Revenue from split deals” when setting user goals.
Split percentages do not add up to 100%.
HubSpot requires exact totals. If you over- or under-allocate the percentages, the system may truncate or round shares, which throws off individual totals and goal metrics.
Step-by-step setup or use guide
- Go to Settings > Objects > Deals.
Under your deal settings, verify that “Enable Deal Splits” is checked. Assign permission roles for who can view or edit splits.
- Open a specific deal, then select Actions > Add deal split.
Choose the contributors, set each percent split, and validate that the total allocation equals 100.
- Confirm that “Split Owner,” “Split Percentage,” and “Split Amount” are visible on the deal record.
- Set user goals at Reports > Goals > Create Goals.
Select the metric “Revenue from split deals,” and set monthly or quarterly targets per person or per team.
- Build the report at Reports > Create custom report > Single object > Split Deals.
Filter deals by date range (e.g., This Quarter), status (e.g., Closed Won), and use “Split Owner” as your grouping dimension.
- Include metrics like “Sum of Split Amount” and display them against each owner’s goal in your dashboards.
- Save and pin key reports to your “Sales Performance” dashboard for easy access and review.
- Revisit splits and associated metrics monthly to make sure they reflect active roles and team structures.
Measuring results in HubSpot
Once your split reporting is in place, you’ll want to keep tabs on both performance and collaboration. Here’s how to spot insights in the data:
- Goal attainment: Use the “Revenue from split deals” goal metric to verify whether each user is pacing toward their quota from split deals alone.
- Pipeline coverage: Filter pipeline reports by “Split Owner” and include “Expected Revenue” to measure how healthy each user’s share of the funnel really is.
- Forecast accuracy: Compare your forecast data (based on split deal assignments) against actual closed revenue to identify sandbagging, over-forecasting, or misaligned projections.
- Deal contribution: Analyze how many deals each person is collaborating on, and whether their average share is growing or shrinking. This can reveal imbalances in team selling or training needs.
Top dashboards to build:
- Individual split-attainment dashboards for reps and consultants.
- Team-based tracking for revenue per region, role, or function.
- Exec-level summary showing how shared deals roll up to company revenue.
Use summaries and stacked bar charts to visually tie individual efforts to team output. Always double-check your date filters to align with your goals timeframe.
Short example that ties it together
Say your enterprise team just closed a $250,000 deal involving three contributors: an Account Executive (60%), a Solutions Engineer (25%), and a Partner Manager (15%).
Inside the deal record, you click Actions > Add deal split. You assign each contributor their percentage, confirming it equals 100%. As soon as the deal is marked Closed Won, HubSpot allocates:
- $150,000 to the AE
- $62,500 to the SE
- $37,500 to the Partner Manager
Those amounts show up in each user’s quota progress. A “Sum of Split Amount by Split Owner” report clearly reflects the distribution, and your dashboards update with accurate attainment percentages.
With these reports in place, your RevOps team can spot patterns, like which teammates contribute to high-value deals or whether cross-functional deals close faster. It’s no longer a guessing game; it’s clear who’s driving revenue.
How INSIDEA helps
Getting Deal Split reporting right in HubSpot goes beyond flipping a few settings. You need workflows that mirror how your team really sells, integrated goals that correctly track partial revenue, and automation that keeps reports consistent month after month.
INSIDEA supports sales and RevOps teams with targeted HubSpot services to do exactly that. Our team configures Deal Splits with precision, aligns them to quota tracking, and ensures your dashboards reflect real performance without manual work.
Here’s where we come in:
- HubSpot onboarding: Get your portal and deal structures set up correctly from day one.
- HubSpot onboarding: Keep your data clean, automations working, and reports meaningful.
- HubSpot automation support: Build sales processes that reflect how collaboration really happens.
- Reporting and CRM alignment: Ensure every team is viewing and acting on the same trusted metrics.
- HubSpot training and enablement: Equip your team to understand, access, and apply split goals daily.
Want help configuring or refining Deal Splits in HubSpot? Talk to the consultants, or check out INSIDEA’s HubSpot consulting services.
