How quota attainment is calculated
Quota attainment is the share of your quota you've closed: credited sales ÷ quota × 100. $140,000 against a $250,000 quarterly quota is 56%. On its own that number doesn't say much. Halfway through the quarter, 56% is good. With a week to go, it's a problem. That's why this calculator also looks at pace.
Worked example
Quarterly quota $250,000, $140,000 closed, 40 of 63 selling days gone:
- Attainment: 56%
- Pace: $140,000 ÷ 40 = $3,500 a selling day, a projected finish of $220,500 (88.2%)
- Still needed: $110,000 over 23 days = $4,783 a day, about 1.37× the current pace
- Against a straight-line plan you should have about $158,730 by now, so you're about $18,730 behind
Reading the result
- Needed pace ≤ 1×: you're on track. Protect the pipeline that's getting you there.
- 1–1.5×: recoverable. Look for deals you can pull in and make sure every late-stage deal has a dated next step.
- Above 1.5×: you need more than effort. Check pipeline coverage and talk to your manager early about what's realistic.
Sales rarely come in a straight line. Many teams close a big share of the quarter in its last few weeks, so treat the pace numbers as an early warning, not a verdict.
Why attainment matters for your pay
Most comp plans key commission rates to attainment: decelerators below a threshold, accelerators above 100%. Knowing your attainment and pace tells you which tier you're likely to finish in, and how much one more deal is worth.
FAQ
How do you calculate quota attainment?
Divide your credited sales by your quota for the same period and multiply by 100. $140,000 closed against a $250,000 quota is 56% attainment.
What is a good quota attainment?
100% means you hit your number. Across many sales teams, only a minority of reps reach 100% in a given year, so 80–100% is often solid. Compare yourself to your own team's distribution, not a general benchmark.
How do I know if I'm on pace to hit quota?
Divide what you've closed by the selling days gone by to get your daily pace, then multiply by the total selling days in the period. If that projection is below quota, divide what's left by the remaining days to see the pace you need.
Should I count days or selling days?
Selling days (weekdays minus holidays) are more accurate, because no one closes much on weekends or holidays. A quarter has about 63 selling days, a month about 21.