How to calculate quota attainment
- Enter your quota for the month, quarter or year and how much you have closed so far.
- Set the period dates; today's date is filled in for you. The current quarter is used by default.
- See your attainment, whether you are ahead of or behind a straight-line pace, your projected finish, how much you need per working day, and your pipeline coverage.
Reading the numbers
Quota attainment is closed revenue divided by quota: 186,000 against 300,000 is 62%. On its own it does not say whether that is good, because it depends on how much of the period is left. If 70% of the quarter has gone, 62% means you are behind pace; if half has gone, you are well ahead. The projected finish extends your average daily rate to the end of the period, a simple run-rate forecast.
Pipeline coverage compares open opportunities with what is left to close. Many sales teams aim for three times coverage, because only a fraction of pipeline converts; if your win rate is 25%, you need four times coverage. Real deals are lumpy and often close at the end of a quarter, so treat pace as an early warning rather than a prediction, and use a weighted forecast for a more accurate view. All figures stay in your browser.
What is a good quota attainment?
100% means you hit your number. Across many sales organisations only around half of reps reach quota in a given period.
How much pipeline do I need?
About 1 ÷ your win rate times the remaining quota. At a 33% win rate, that is three times.
Does this count weekends?
Pace uses calendar days; the amount needed per day uses working days (Monday to Friday) left after today.