Quota Attainment measures how much of a salesperson’s or sales team’s assigned sales target (quota) has been achieved within a specific time frame. It’s a key performance indicator (KPI) in sales management, used to evaluate individual performance, set incentives, and forecast revenue.
High quota attainment generally indicates strong performance, while low attainment may signal issues with sales strategy, territory assignments, or product-market fit.
Quota Attainment is calculated by comparing actual sales achieved to the assigned sales quota, expressed as a percentage. This allows businesses to standardize performance evaluation across different roles, territories, and time periods.
The revenue or units a salesperson or team is expected to sell within a given period (monthly, quarterly, annually).
Total sales closed during the same period.
This gives the fraction of the target achieved.
Convert the result into a percentage.
Quota Attainment (%) = (Actual Sales Achieved ÷ Assigned Sales Quota)×100
While Quota Attainment benchmarks vary by industry and company size, common standards are:
80–90% attainment
100–120% attainment
120%+ attainment
In many sales organizations, around 60–70% of reps are expected to meet or exceed quota.
DiGGrowth helps sales teams track, optimize, and exceed quota attainment with actionable insights. Just write to us at info@diggrowth.com — we’ll get back to you promptly.
It directly measures sales performance against goals, helping in compensation planning, forecasting, and identifying training needs.
Yes. If actual sales exceed the assigned quota, the attainment will be greater than 100%, often linked to overperformance and higher commissions.
Not necessarily. Quotas should reflect territory potential, experience level, and historical performance data.