What is Quota Attainment?
Percentage of assigned quota a rep or team achieves.
How to calculate it
Calculate Quota Attainment as: Actual sales / Quota × 100. Pull the inputs from your connected data and track the trend over time in your dashboard.
Examples
Example 1
A rep with a $400k quota closes $340k -> 85% attainment. If only 40% of reps clear quota, targets may be too high.
Example 2
A rep with a $400k quota closes $440k -> 110% attainment. But if only 30% of the team clears quota, leadership should revisit how targets are set.
Why it matters
Quota attainment shows what percentage of assigned quota a rep or team achieves and is the core measure of both rep performance and quota-setting accuracy. Looking at the distribution across the team is as important as the average, since it reveals whether targets are realistic. Persistent broad under- or over-attainment usually means the quotas, not the reps, need adjusting.
Benchmark context
A healthy organization typically sees 60-70% of reps hitting quota; far below suggests targets are too high, far above suggests they're too low.
Common pitfalls
Quotas set too low or too high distort the signal.
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