Table of contents
Quota Attainment %
TL;DR
Quota Attainment % measures how much of their sales target a rep or team actually achieves during a specific period. It’s the most visible performance metric in SaaS sales—used to drive compensation, benchmark success, and assess forecasting accuracy. Consistently high attainment signals effective selling and healthy pipeline coverage. Poor attainment may point to process, product, or enablement gaps—not just individual rep issues.
What is Quota Attainment %?
Quota Attainment is the percentage of a sales rep’s (or team’s) target that was achieved during a given period, typically monthly, quarterly, or annually.
Formula:
Quota Attainment % = (Actual Revenue or Bookings ÷ Sales Quota) × 100
Example: If a rep has a $250K quarterly quota and books $200K, their Quota Attainment is 80%.
Quota Attainment is tracked individually, by team, or across the whole GTM org—and is one of the most important metrics tied to sales compensation and forecasting.
Why It Matters in B2B SaaS
- It’s the gold standard of performance. Reps, managers, and boards all watch this number
- It drives compensation. Most sales teams tie commissions, bonuses, and accelerators to attainment
- It helps with headcount planning. High attainment across the board may signal it’s time to scale
- It highlights ramp issues. Tracking attainment by rep tenure can expose onboarding or enablement gaps
- It influences morale and retention. Reps consistently missing quota often churn unless something changes
How to Measure Quota Attainment %
Step 1: Define your quota for the individual or team (ARR, MRR, bookings)
Step 2: Track actual revenue or bookings achieved in the same time period
Step 3: Divide actual by quota and multiply by 100
Step 4: Segment by:
- Time period (month, quarter, fiscal year)
- Rep tenure or role
- Segment (SMB, MM, Enterprise)
- Territory or product line
Best Practices
- Track by rep and roll up. Individual attainment is useful for coaching; team-wide for GTM strategy
- Visualize cohort trends. See how attainment shifts for new reps vs. seasoned sellers
- Revisit quota setting annually. Overly aggressive targets destroy morale; sandbagging caps growth
- Align with compensation triggers. Make sure accelerators or SPIFs are aligned to realistic quotas
- Use to assess enablement. If most reps are at 60–70%, the issue might be upstream (ICP clarity, product readiness, etc.)
Final Thought
Quota Attainment % is your sales scoreboard. But don’t mistake it for the full picture. Hitting 100% is great—but understanding how your team got there is what drives scalable growth. Track this metric alongside win rates, deal size, and forecast accuracy to know whether your revenue engine is healthy—or just sprinting.
FAQs
What’s a good Quota Attainment % benchmark?
Top-performing SaaS orgs aim for ~70–80% of reps hitting 100% of quota. If only a few reps consistently achieve it, the quotas may be unrealistic—or your sales process needs work.
Should I include churned reps in team-wide attainment?
No. Use active, ramped reps for meaningful comparisons. You can track separate metrics for ramping and churned reps.
How does this metric help RevOps?
It helps assess quota fairness, ramp effectiveness, and forecasting reliability—key for planning and resource allocation.
What if a rep hits 120%—is that bad planning?
Not necessarily. It could mean the rep is a top performer—or that it’s time to adjust quotas based on changing conditions.
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Get fast, accurate intelligence across sales, marketing, and CX, without scaling headcount.