Today’s modern reps move to new companies and roles every few years (or less). With this ever-shrinking sales talent lifecycle, enablement feels increased pressure to maximize productivity. That means finding better ways to focus and deliver readiness efforts (like training or coaching) when, where and how the sales force works.
This blog post was originally published by Rekener, now a Brainshark company.
Quota attainment measures a salesperson's total sales, as a percentage of their quota for that period. It is a measure of how close they were to reaching their goal for that particular period. Typically, quota attainment is measured either monthly, quarterly, or annually and is tied to a compensation plan.
As an example, if a sales rep has a quota of $250,000 for a quarter, and they have actual bookings of $235,000, their quota attainment would be $235,000 / $250,000 = 94%.
How to Measure Quota Attainment
In order to measure this metric with Salesforce data, sum the total qualifying amount from opportunities won that have a close date in the period you're measuring. Then divide that by the rep's quota for the same period. Express that number as a percentage to get the rep's quota attainment.
To measure quota attainment with HubSpot CRM data, sum the total qualifying amount from deals won that have a close date in the period you're measuring. Then divide that by the rep's quota for the same period. Express that number as a percentage to get the rep's quota attainment.
Many companies use spreadsheets to calculate this metric. Sales scorecards can automate Quota Attainment calculations, so that you can see how a rep is pacing on their Quota Attainment at any point during the period. You can also see historical percentages for reps over time.
Contact us to see how sales scorecards can automatically calculate your quota attainment throughout each month, quarter and year. There's no need to track quota attainment in big spreadsheets. You can see progress against quota on-demand using scorecards.
Looking for more sales metrics know-how? Our comprehensive Sales Metrics Glossary will show you how to calculate 30 critical KPIs using CRM data.