Quota Attainment

Why is Quota Attainment Important?

In sales, quota attainment is a way to measure the success of a sales team as a group or as individual sales professionals. It gives you an idea of whether your reps have met their goals, and also whether they could have done better.

Other ways we see sales leaders and sales operations teams using quota attainment:

• To motivate the sales team. If a rep exceeds their quota, they’re paid commission, bonuses, and other perks. If they fall short, they may not receive annual raises or lose out on other benefits.
• To set sales goals. Sales managers use quota attainment to determine how much each rep should be selling every month. This can help them set achievable goals for their reps and forecast future revenue goals more accurately.
• To track the effectiveness of sales management strategies. Quota attainment can also be used as a metric monitored over time to track how different enablement tactics, sales training methods, and coaching habits influence the success of your sales team.

How Do You Calculate Sales Quota Attainment?

To calculate quota attainment for a single rep, you would do the following:

*(Rep’s Actual Closed Won Revenue / Rep’s Quota)* x 100 = Rep’s Quota Attainment Percentage

To calculate quota attainment for an entire team, you would do this:

*(All Reps’ Actual Closed Won Revenue / Total Team Quota)* x 100 = Total Team Quota Attainment Percentage

Sales Quota Attainment Statistics:

Here are some helpful sales quota attainment statistics to help you determine what healthy quota attainment might look like at your organization:

• Only 24.3% of salespeople exceed their yearly quota (source)
• 72% of top performers (sellers who met quota by 125% or higher) say they “always” put the buyer first (source)
• 67% of companies believe that hitting sales quotas is the best indicator of individual sales performance (Aberdeen)
• Salespeople who work on their soft skills are 11 percentage points more likely to usually or always hit their sales quota compared to those who do not (source)
• Women achieve 8% higher quota attainment than men (source)
• Sales reps who use social selling are 50% more likely to meet or exceed their quota
• The average yearly quota for an inside sales pro is $985,000
• The average yearly quota for an outside sales rep is $2.7 million
• Quota attainment dropped 6.6 percent between 2018 and 2020—possibly due to adjustments to remote work (source)
• When they have mobile access to CRM, 24% more sales experts meet their annual quotas (source)