Sales Quota Attainment Calculator

Track quota performance and identify gaps to target. Measure team and individual attainment rates.

Quota Attainment
80.0%
Below target
Gap to Quota
$50,000
Shortfall
Quota per Rep
$50,000
Individual target
Actual per Rep
$40,000
Individual performance
Quota Attainment Insights
• 100%+ attainment = on or above target
• 90-99% = close to target, minor gap
• 80-89% = significant gap, action needed
• Below 80% = major performance issue
• Track attainment weekly to spot trends early

How to Calculate Quota Attainment

Quota attainment measures actual sales performance against targets. It's a critical metric for evaluating sales team effectiveness and forecasting accuracy.

The Quota Attainment Formula

Quota Attainment % = (Actual Sales / Quota) × 100

Understanding Your Results

  • 100%+ Attainment: Team has met or exceeded quota - celebrate and analyze what worked
  • 90-99% Attainment: Close to target with minor gap - identify specific blockers
  • 80-89% Attainment: Significant gap requiring immediate action and course correction
  • Below 80%: Major performance issue - review quotas, training, and pipeline health

Improving Quota Attainment

  1. Set Realistic Quotas: Base on historical data, market conditions, and territory potential
  2. Ensure Pipeline Coverage: Maintain 3-5x quota in pipeline value
  3. Track Weekly: Monitor attainment trends to spot issues early
  4. Coach Low Performers: Identify gaps and provide targeted training
  5. Replicate Success: Study top performers and scale their strategies

Frequently Asked Questions

What is a good quota attainment rate?

100%+ attainment means you've met or exceeded your target. 90-99% is close to target with a minor gap. 80-89% indicates a significant gap requiring action. Below 80% signals a major performance issue. Healthy sales organizations see 60-70% of reps hitting 80%+ attainment.

How do I calculate quota attainment?

Formula: (Actual Sales / Quota) × 100. Example: $200K actual sales / $250K quota = 80% attainment. Track this metric weekly or monthly to identify trends early. Break down by rep, region, and product line for deeper insights.

What if attainment is consistently low?

Low attainment indicates unrealistic quotas, poor territory planning, inadequate training, or weak pipeline generation. Review quota-setting methodology, analyze top performers' strategies, improve onboarding and training, and ensure sufficient pipeline coverage (3-5x quota).

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