[GTM glossary](/glossary.md) Quota attainment Sales # Quota attainment Also known as: quota achievement In short Quota attainment is the share of a sales quota that a rep or team has reached in a period. It is calculated as closed results divided by quota, multiplied by 100. For example, a rep with a quota of 500,000 who closes 400,000 has 80 percent attainment. Quota is the target; attainment is how much of it was actually hit. ## How to calculate quota attainment Divide actual results by quota. Say a team has a quarterly quota of 2 million and closes 1.7 million. Attainment is 85 percent. Use the same measure for both numbers, such as closed-won bookings, and the same period. --- ## Team vs. individual attainment Individual attainment shows how each rep performed. Team attainment shows how many reps hit their number and how the group did overall. Tracking the share of reps at or above quota is a good health check, because an average can hide a few big wins carrying many misses. --- ## How GTM teams use it * **Compensation:** Commission and accelerators often depend on attainment bands. * **Forecasting:** Past attainment helps set realistic targets and capacity plans. * **Coaching:** Managers look for patterns behind low attainment, such as thin pipeline or poor win rate. * **Quota setting:** If most reps are far above or below quota, the target may be mis-set. --- ## Reading low or high attainment * **Low across the team:** Check quota level, pipeline coverage, and territory quality before blaming effort. * **Low for one rep:** Look at activity, pipeline, win rate, and ramp time. * **Very high:** May signal an easy quota or a one-off large deal. --- ## Common mistakes * **Judging without context:** Territory, tenure, and deal size all affect attainment. * **Mixed definitions:** Bookings, revenue, and ARR give different results. * **Ignoring the distribution:** The average does not show how many reps hit quota. --- ## Quota attainment FAQs **What is quota attainment?** Quota attainment is the percentage of a sales quota a rep or team has achieved in a period. You divide actual closed results by the quota and multiply by 100. A rep who closes 80,000 against a 100,000 quota has 80 percent attainment. **How do you calculate quota attainment?** Divide actual results by quota, then multiply by 100. Use the same metric and period for both, such as closed-won bookings for the quarter. A team with a 2 million quota and 1.7 million closed has 85 percent attainment. **What is a good quota attainment rate?** There is no universal benchmark. A healthy sign is a good share of reps reaching quota, because that suggests the target is achievable. Many teams set quotas so that most, but not all, reps can hit them. **What is the difference between quota and quota attainment?** Quota is the target a rep or team is expected to reach in a period. Quota attainment is the percentage of that target actually achieved. Quota is set in advance; attainment is measured after results come in. Share term --- ## More related phrases * [End of quarter push](/glossary/end-of-quarter-push.md) * [President's Club](/glossary/presidents-club.md) * [Sales compensation plan](/glossary/sales-compensation-plan.md) ## Similar phrases * [Commission](/glossary/commission.md) Commission is variable pay a salesperson earns, usually as a percentage of revenue or a fixed amount per deal they close. * [Quota](/glossary/quota.md) A quota is the sales target a rep or team must reach in a set period, such as revenue closed or meetings booked, and it anchors planning and pay. * [Quota setting](/glossary/quota-setting.md) Quota setting is the process of deciding how much revenue or pipeline each rep, team, and region must deliver in a period, based on company targets and realistic capacity. * [Win rate](/glossary/win-rate.md) Win rate is the percentage of sales opportunities that end in a closed-won deal, a core measure of how well a team converts qualified pipeline into revenue. * [Pipeline coverage](/glossary/pipeline-coverage.md) Pipeline coverage is the ratio of open pipeline value to the sales target for a period, used to judge whether there are enough deals to reach quota.