What is Quota Attainment?
Also known as: Quota achievement, attainment, rep attainment
Quota Attainment is the percentage of their target a rep (or team) actually closed. It is the core measure of sales performance and the basis for most commission plans.
What is Quota Attainment?
If a rep’s quarterly quota is $250k and they close $200k, attainment is 80%. Reported per rep and rolled up to team and company level, it is the scoreboard for sales performance.
How to calculate Quota Attainment
Quota Attainment = closed-won bookings in the period / quota for the period × 100%.
Usually measured on bookings or ACV, matching how quotas are set.
Benchmarks
- Healthy: the majority of reps at or above 100%, team-wide attainment near 100%
- Warning sign: only a few reps carry the team (for example 20% of reps hit quota)
Widespread misses usually point to quota-setting, enablement, or hiring — not just effort.
Why it matters
The attainment distribution is more telling than the average. Widespread low attainment signals quotas set above what the pipeline and win rate can support; a healthy spread validates your capacity model.