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Quota Attainment

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Quota Attainment

What is Quota Attainment?

Quota Attainment is a key performance indicator that compares realized outputs with their previously set targets at the business, team or personal levels. It is usually tracked for important top line metrics, primarily annual recurring revenue (ARR) and its components including New ARR, Renewal ARR and Expansion ARR. The specific quota type depends on the department and role for which it is set such as Sales, Marketing or Customer Success.

Why is Quota Attainment important to measure?

The Quota Attainment metric is essential for evaluating the performance and outputs of the company’s revenue operations, from specific regions or departments down to the team and individual contributor level.

Revenue leaders and managers make frequent use of this metric to monitor, diagnose and improve the effectiveness of their reports. It can be useful in a variety of different use-cases including assessing the ramp time of new salespeople, focusing attention and support for underperforming teams, and identifying high-performers so that their work processes can be emulated by others.

How is Quota Attainment calculated?

At its heart, quota attainment is a simple comparison of set targets (quota) and the results achieved in pursuit of that goal (attainment). Regardless of the type of quota, there are several options for calculating this metric with the overall Quota Attainment metric displaying the different measurement types side by side, for easier comparison of teams and individuals across the various reference frames (Full Year, YTD and LTM).

  • Quota Attainment, Full Year - Compares the realized outputs within a year to that year’s full quota.
  • Quota Attainment, Year-to-Date (YTD) - Compares the realized outputs within a year to the proportional quota expected at that date (i.e. by mid-year the YTD quota is half of the Full Year quota).
  • Quota Attainment, Last 12 Months (LTM) - Compares the realized outputs over the last 12 months (LTM) to the summary quota for that period across fiscal years.
quota attainment formula
Quota attainment

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Related Metrics

Average Sales Cycle Length
Net Dollar Retention (NDR)