How the sales quota attainment calculator works
Quota attainment compares credited revenue with a target. It can be used for a rep, territory or team as long as the revenue basis and period match. The calculator also shows the amount still needed and spreads that amount over the remaining days, turning a percentage into a practical closing pace.
Attainment can exceed 100 percent when a seller passes quota. The remaining gap then becomes zero, rather than a negative amount. Daily pace is a planning aid for the unfinished target; it does not assume that new opportunities can be created and closed within a short remaining window.
Attainment = closed revenue ÷ quota × 100; daily pace = max(0, quota − closed revenue) ÷ days remaining
Worked example
Start with the example inputs below. The calculator opens with these values; reset the example at any time to compare your own scenario. Monetary examples use GBP, and all amounts must use the same currency.
| Measure | Value |
|---|---|
| Revenue quota | 100000 |
| Closed-won revenue | 65000 |
| Selling days remaining | 20 |
| Measure | Value |
|---|---|
| Quota attainment | 65% |
| Revenue still needed | £35,000.00 |
| Required revenue per remaining day | £1,750.00 |
The daily pace is arithmetic. Check whether enough qualified deals can close within the remaining days.
How to use the result
Enter revenue using the rules in your quota plan. If quota is based on annual recurring revenue, do not enter total multi-year contract value. Decide whether the remaining time counts calendar days or available selling days, and keep that definition in the weekly review.
Compare the required pace with deals that genuinely have a path to a decision before period end. When the gap is large, separate closing work on existing opportunities from prospecting work that will benefit the next period.
Assumptions and common mistakes
Revenue credit rules can differ from accounting revenue recognition. Splits, returns and adjustments may change credited sales after a deal closes. A daily average also hides timing: a procurement delay can move a large amount across a month or quarter boundary without changing overall demand.