Quota attainment calculator
This calculator compares quota attainment with pace. Enter quota, revenue closed, days elapsed and days in the period, and it returns attainment, expected revenue at this point, how far ahead or behind pace you are, the projection at the current run rate, and the daily number required to close the gap. Pace matters more than raw attainment mid-period.
90 for a quarter, 30 for a month.
Ahead of pace
53.3%
- Time elapsed
- 50%
- Expected at this point
- $150,000
- Ahead by
- $10,000
- Projected at current run rate
- $320,000
- Gap to goal
- $140,000
- Needed per day over 45 days
- $3,111
Projection assumes the current run rate holds. In a business with a long cycle it usually understates the final number early in a period and overstates it late.
Frequently asked questions
How is quota attainment calculated?+
Revenue closed divided by quota for the period, expressed as a percentage. On its own it is not very informative mid-period — 55% attainment is excellent at the halfway point and alarming with a week to go, which is why pace matters more than the raw figure.
What is a healthy attainment distribution?+
Look at the median rather than the average, because one large deal can pull an average up while most of the team is behind. A common planning target is for the median rep to land near quota; if the median is far below it while the average looks fine, the quota is set for the top of the team rather than the middle of it.
How reliable is the run-rate projection?+
It assumes the current rate holds, which is rarely true. In a business with a long cycle it tends to understate the final number early in a period, because deals are still progressing, and overstate it late once the pipeline that could still close has thinned out.
Should attainment be the leaderboard metric?+
Percentage to personal target is one of the better ranking methods when territory or tenure is uneven, because it lets a ramping rep beating their number outrank a veteran who is not. It works badly when targets themselves are inconsistently set, since the board then ranks quota-setting rather than performance.
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