Quota Attainment

MetricSales

The percentage of a rep's or team's sales target achieved in a period. A core performance metric.

Quota Attainment Overview

Quota Attainment is the percentage of a sales rep's revenue target (quota) that they actually achieve in a given period. It is a core metric for individual sales performance and a key input for capacity planning, compensation plan design, and territory optimization.

How to Calculate Quota Attainment

Formula:

Quota Attainment = (Actual Revenue Closed ÷ Quota Target) × 100

Example:

If a rep has a $500K quarterly quota and closes $400K:

  • Quota Attainment = 400,000 ÷ 500,000 × 100 = 80%

What Good Looks Like

  • 100%+ attainment

Rep is meeting or exceeding target. Top performers often hit 120–150%.

  • 80–100%

Solid performance; generally on track with some room for improvement.

  • 60–80%

Below target; may signal issues with:

  • Pipeline volume or quality
  • Deal execution (conversion, win rates, cycle time)

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