What is quota attainment and how is it calculated?

Quota attainment is the percentage of your sales target (quota) that you've achieved. The formula is: (Actual Sales ÷ Sales Quota) × 100. For example, if your quota is $100,000 and you've closed $75,000, your quota attainment is 75%.

What is a good quota attainment percentage?

In SaaS and B2B sales, the average quota attainment is 60-70%. Top performers typically achieve 100-120%+. However, if most of your team is hitting 100%+, your quotas may be set too low. A healthy distribution shows about 60% of reps hitting quota.

How do you calculate quota attainment for a new hire or ramped rep?

For ramped reps, you should use a prorated quota based on their ramp schedule. For example, a rep in month 2 of a 4-month ramp at 50% quota should be measured against 50% of the full quota. Simply reduce your quota target proportionally.

What's the difference between quota attainment and quota achievement?

These terms are often used interchangeably. Both refer to the percentage of your sales quota that you've reached. Some organizations use 'attainment' for in-progress tracking and 'achievement' for final end-of-period results.

How often should I track quota attainment?

Best practice is weekly tracking at minimum, with daily monitoring in the final weeks of a quarter. This allows time to course-correct. Our pace calculator shows you exactly how much you need to close per day/week to hit your target.

How does quota attainment affect sales commission?

Most commission plans have accelerators that kick in at certain attainment thresholds (e.g., 1.5x multiplier above 100%). Some plans also have decelerators below certain thresholds. Understanding your attainment helps you forecast your earnings.

Quota Attainment Calculator

Calculate your quota attainment percentage instantly. Track progress, compare to benchmarks, and see what you need to close to hit your number.

Enter Your Values

Actual Sales (Closed Revenue)*

Total revenue you've closed in the current period (month, quarter, or year)

Sales Quota (Target)*

Your assigned revenue target for the period

Days Elapsed in Period

days

Business days already passed in the current period

Days Remaining in Period

days

Business days left to close deals (used for pace calculation)

Pipeline Value (Optional)

Total value of deals in your pipeline for scenario modeling

Average Win Rate (Optional)

Your historical close rate to forecast expected revenue from pipeline

Formula

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

This shows what percentage of your target you've achieved. A 100% attainment means you've exactly hit your target. For ramped reps, adjust the quota based on your ramp percentage.

Quota Attainment75.0%

You're at the industry average. Prioritize high-probability deals to close the gap.

Revenue Gap to 100%$25,000

Daily Revenue Needed$1,250

Weekly Revenue Needed$6,250

Expected Attainment (by pace)69%

Pace vs Expected+5.8%

Performance TierAbove Average

Quota Attainment Benchmarks

Below TargetBelow 55% — significant gap to close

0% – 54.99%

Industry Average55-70% — typical B2B/SaaS attainment

55% – 69.99%

On Track70-100% — strong performance

70% – 99.99%

Exceeding100-120% — quota achieved, hitting accelerators

100% – 119.99%

Top Performer120%+ — exceptional, President's Club territory

> 120%

Source: SalesLoft & Gartner Research 2024

How to Calculate Quota Attainment

Enter your actual closed revenue for the current period
Enter your assigned sales quota (target)
Optionally add days elapsed and remaining for pace calculations
Add pipeline value and win rate for forecasting
View your attainment percentage and performance tier
See daily/weekly revenue needed to hit quota
Compare your performance against industry benchmarks

Quota Attainment Industry Benchmarks

67%

Average SaaS Quota Attainment

110%+

Top Quartile Performers

55-65%

% of Reps Hitting Quota (Healthy Org)

58%

Enterprise Sales Avg Attainment

72%

SMB Sales Avg Attainment

4.5 months

Median Ramp Time to Full Quota