Quota Attainment
The percentage of assigned sales quota that a rep or team has achieved within a period.
“Are reps and teams on pace to hit their revenue targets?”
Individual and team-level performance against target, and quota-setting accuracy.
Whether quotas themselves were set realistically — widespread over- or under-attainment often signals a quota-design problem, not a performance one.
Numerator
Actual Bookings
Denominator
Assigned Quota
Example
A rep with a $1M annual quota books $850,000 through Q3. Quota Attainment = 85%.
Recommended visualization: Distribution of attainment % across reps, with 100% threshold line
Prorate quota for ramping reps and mid-period hires/departures to avoid understating true attainment.
- Confirm quota assignments are current and reflect any mid-period territory changes
- Comparing attainment across reps without adjusting for ramp status or territory changes
Get a conversational, stakeholder-friendly explanation of this KPI, generated on demand.