Sales Quota Attainment Calculator
Attainment on its own tells you nothing. This puts it against time elapsed, projects where the period lands at your current run rate, and checks whether your pipeline can actually cover what is left.
Picking a period presets the selling days. Override it below if your team works a different calendar.
Quota and results
Use closed-won revenue only. Verbal commitments are not attainment.
Pipeline
Open pipeline decides whether the gap is closeable at all. Weighted coverage is the only version of this number worth reporting.
What it takes from here
Weighted pipeline of $98,400 falls short of the $182,000 still needed. At a 24% win rate you need roughly $348,333 of additional open pipeline, and anything created this late in the period rarely closes inside it.
How this works
Attainment versus pace, and why the gap is the real metric
Attainment is closed revenue divided by quota. Pace is that number minus the percentage of the period that has elapsed, both measured in selling days rather than calendar days. A rep at 60 percent attainment is a hero on day 20 of a quarter and a problem on day 55, and the raw attainment number cannot tell those two apart. Track the pace gap in points: positive means ahead of the straight line, negative means behind, and anything past 10 points behind is a forecast conversation rather than a coaching one.
The run-rate projection, and where it lies to you
Projection is closed revenue divided by the selling days completed, multiplied by the selling days in the whole period. It is the most honest simple forecast you can build, and it has one known failure mode: deals do not close evenly. A third or more of a quarter typically lands in its final three weeks, because that is where the pressure, the discounting, and the signature deadlines sit, so a straight run rate punishes the start of a period and flatters the end. Use it as a floor rather than a forecast, and pair it with stage-weighted pipeline before you revise a number upward.
Coverage: 3x raw, or 1x weighted
The gap between quota and closed revenue has to be covered by pipeline that can realistically close inside the period. Two ways to check it. Raw coverage is open pipeline divided by the gap, and the usual comfort line is 3x, which is exactly the inverse of a 33 percent win rate: if you win less than a third of what you open, 3x raw coverage is already short, not comfortable. Weighted coverage is open pipeline times your historical win rate divided by the gap, and it has to clear 1x. If it is under 1x with less than a third of the period left, the number is not recoverable through selling. It is recoverable through honesty.
The required run rate is the part reps ignore
The gap divided by the remaining selling days gives the daily number needed from here. Compare it to the daily rate achieved so far and you get a multiple. At 1.5x that is a hard but real push. At 3x, nobody clears it without a deal that was already going to close. That multiple is the single most useful number in a mid-period pipeline review, because it converts an abstract shortfall into a claim about the next few weeks that either sounds plausible out loud or does not.