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Quota attainment. In real time.
Pace, projection, gap to plan. Spot trouble before the period ends — not in the QBR.
Inputs
Results
Attainment
44%
closed vs quota
Pace
33%
time elapsed
Projected
$660,000
132% of quota
Gap to plan
$-160,000
at current run-rate
Benchmark
Ahead of pace
Projected end: $660,000 (132% of quota).
How it works.
Attainment alone hides the timing problem — a rep at 50% on day 60 of 180 is exactly on pace; the same number on day 150 is a disaster. Pace and projection make the difference visible early.
FAQ.
What is quota attainment?+
Quota attainment = closed revenue ÷ quota × 100. It's the single most-watched sales metric — boards see it monthly, RevOps tracks it weekly.
What's a healthy attainment rate?+
60% of reps hitting quota is the SaaS median. Below 50% means quotas are too high or hiring is wrong. Above 80% means quotas are too low and you're leaving money on the table.
What does 'pace' mean?+
Pace compares attainment to time elapsed. At day 90 of 180 in a half, a rep at 50% quota is exactly on pace. Pace lets you spot trouble before the period ends.
How do I forecast end-of-period attainment?+
Linear projection: current attainment ÷ (days elapsed ÷ total days). Refine with pipeline coverage and historical close rate per stage.
Should ramping reps have full quota?+
No. Use a ramped quota: 25% in month 1, 50% month 2, 75% month 3, 100% month 4+. Measuring ramps against full quota inflates miss rates and burns out new hires.