Plain-language questions
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KPI · Sales
Quota attainment: formula and example.
Quota attainment is the revenue a sales rep or team has achieved, divided by their sales target for the same period. An attainment of 100% means the target was met exactly. It shows who is on track and whether the targets themselves are realistic.
Quota attainment formula
Revenue won in the period ÷ sales target for the period × 100%
Worked example
Sanne de Vries, an account manager at Acme Groothandel, had a third-quarter target of €200,000 and won €178,000 in deals. Her quota attainment is €178,000 ÷ €200,000 × 100% = 89%.
Fictitious figures for Acme Groothandel, a sample wholesaler.
How to read this KPI
Above 100% the target was exceeded; below 100% it was missed. Besides attainment per person, look at the share of reps who hit their target: if nearly everyone beats it comfortably, or nearly nobody reaches it, the issue is more likely the target itself. Compare with previous periods and track attainment throughout the quarter.
Pitfalls with quota attainment
- Counting revenue at a different moment from the target, for example invoiced versus won.
- Changing targets mid-quarter without keeping the history.
- Showing team averages, where one top performer hides the rest of the team.
SQL & DAX
Calculating quota attainment in SQL and DAX
Two examples on a fictitious data warehouse for Acme Groothandel: a PostgreSQL query and a measure for a Power BI model. Adjust table and column names to your own model.
WITH won AS (
SELECT owner_id, date_trunc('quarter', closed_at) AS quarter, SUM(amount) AS won_amount
FROM deals WHERE status = 'won' GROUP BY 1, 2),
tgt AS (
SELECT owner_id, date_trunc('quarter', period_month) AS quarter, SUM(target_amount) AS target
FROM sales_targets GROUP BY 1, 2)
SELECT t.owner_id, t.quarter, COALESCE(w.won_amount, 0) AS won_amount, t.target,
ROUND(100.0 * COALESCE(w.won_amount, 0) / NULLIF(t.target, 0), 1) AS attainment_pct
FROM tgt t
LEFT JOIN won w ON w.owner_id = t.owner_id AND w.quarter = t.quarter
ORDER BY t.quarter, attainment_pct DESC;Quota Attainment =
DIVIDE(
CALCULATE(SUM(Deals[Amount]), Deals[Status] = "won"),
SUM(Targets[TargetAmount])
)In ENABLE
Tracking this KPI in ENABLE
In your Power BI dashboard
Define the KPI as a measure in your Power BI model and show it in the portal, with "Last refreshed" next to it. Access profiles and optional row-level security decide who sees which figures.
Custom dashboards (pilot)
Add the KPI as a tile to a custom dashboard, compared with last year. The Dashboard Builder is a pilot and can be switched on per client.
Monthly targets
With the built-in Targets app you set a target for the KPI per month, so you see actuals and target side by side.
FAQ
Frequently asked questions
How do you calculate quota attainment?
Divide the revenue won in a period by the sales target for that period and multiply by 100%. With €178,000 in revenue against a €200,000 target, attainment is 89%. Use the same definition and period for both revenue and target.
What is the difference between quota attainment and budget variance?
Quota attainment measures what percentage of the sales target has been achieved, while budget variance measures the difference between actual and budgeted amounts. Quota attainment usually concerns people or teams in sales, budget variance concerns lines in the budget. Both compare actual results with a target set in advance.
How do you know whether a sales quota is realistic?
A sales quota is realistic when it matches the pipeline, the win rate and the team's track record. If many reps consistently miss their quota, the target is probably too high. Use pipeline coverage at the start of a period as a check.
Further reading
- KPI librarySales KPIs: formulas and examplesSales KPIs measure how healthy your pipeline is and how well it turns into revenue. The data comes from your CRM, combined with invoiced revenue from your accounting system.Read more
- ResourcesHow to build a KPI dashboard: steps and examplesA KPI dashboard is an overview of the key figures you use to steer towards your goals, such as revenue, margin, on-time delivery or absenteeism. A good KPI dashboard does not start with the software, but with the decisions it needs to support. You then choose a limited number of KPIs, define them, sketch the dashboard and only then build it.Read more
- SolutionPower BI dashboard portal: share dashboards securelyShare your Power BI dashboards securely in your own portal, with role-based access.Read more
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