How to Calculate Quota Attainment

Quota Attainment measures a salesperson's total sales, as a percentage of their quota for that period.  It is a measure of how close they were to reaching their goal for that particular period.  Typically, quota attainment is measured either monthly, quarterly, or annually and is tied to a compensation plan.  

As an example, if a sales rep has a quota of $250,000 for a quarter, and they have actual bookings of $235,000, their quota attainment would be $235,000 / $250,000 = 94%.

To measure Quota Attainment with Salesforce data, sum the total qualifying amount from opportunities won that have a close date in the period you're measuring.  Then divide that by the rep's quota for the same period.  Express that number as a percentage to get the rep's quota attainment.

To measure Quota Attainment with HubSpot CRM data, sum the total qualifying amount from deals won that have a close date in the period you're measuring.  Then divide that by the rep's quota for the same period.  Express that number as a percentage to get the rep's quota attainment.

Many companies use spreadsheets to calculate Quota Attainment.  Rekener's Sales Rep Scorecards can automate Quota Attainment calculations, so that you can see how a rep is pacing on their Quota Attainment at any point during the period.  You can also see historical Quota Attainment percentages for reps over time.

How to calculate quota attainment by rep automatically

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Read this article to see how to calculate Pipeline Coverage.

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Gregory Keshian

Greg is COO and Co-Founder at Rekener. Greg’s career has been focused on using data to grow recurring revenue businesses. Before joining Rekener, he served as VP of Operations at ZeroTurnaround, where he built its strategy and operations practice, ran its customer success and renewals function, helped to grow and coach its high-velocity sales organization, and optimize its marketing efforts. Prior to that, he ran the BizOps and marketing functions for the AVOKE call center analytics business, a SaaS company within BBN Technologies. He got his start using data to improve sales and marketing efforts while at AppNeta.

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