How it's worked out
For one rep, it's closed revenue in the period divided by quota, times 100. If your quota is a count, such as deals or meetings, use the count instead. Above 100% means you beat quota.
For a team there are three common figures, and they don't agree. Team attainment is the team's total sales over its total quota. Average attainment is the mean of each rep's percentage. And the share of reps at quota counts how many reached 100%.
Worked example, with made-up figures:
- Ana: quota $150,000, closed $180,000, so 120%.
- Ben: quota $100,000, closed $50,000, so 50%.
- Chen: quota $50,000, closed $40,000, so 80%.
Team attainment is $270,000 of $300,000, so 90%, while the three percentages average out at 83% and only 1 of 3 reps is at quota. That's one team with three figures, so ask which one a number means before you compare it with anything.
Attainment also gives you pace mid-period. Six weeks into a 13-week quarter, 46% of the time has gone. If you've closed $45,000 of a $120,000 quota, you're at 38%, and behind by about $10,000.
Where it shows up in your week
Attainment is the end-of-quarter number, and pace is the one you can still change. The goal tracker takes your number for the year and shows what each month still needs and whether you're on track, and your weekly goal fills in as you log. The quota calculator works out your attainment and pace from what you've closed so far.