Quota Attainment
Percentage of individual or team revenue quota achieved in a period
What is Quota Attainment?
Quota attainment is the percentage of a sales quota that has been achieved. It shows how a rep or team is performing against its revenue target.
It is the standard measure of individual and team sales performance and is often linked to pay.
How this KPI is measured
- Function
- Sales
- Sub-function
- Quota & Attainment
- Industry
- All Industries
- Type
- Lagging
- Impact
- Revenue
- Unit
- %
- Measurement frequency
- Monthly / Quarterly
- Formula
- (Actual revenue closed / Revenue quota) × 100
How to calculate it
Divide actual revenue closed by the revenue quota, and multiply by 100.
For example, if a rep has a quota of 500,000 and closed 425,000, attainment is 85%.
Also look at the share of reps who reach quota, since averages can hide a wide spread.
Where it is used
Assessing performance
Compare reps and teams to targets.
Setting realistic quotas
Check targets against results.
Managing pay and incentives
Link rewards to results.
How to improve it
Tips and common mistakes
- If almost everyone misses or almost everyone exceeds, revisit the quota.
- Include ramp time for new reps.
- Look at the quality of revenue as well.
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