Sales Target and Quota Calculator with Quota Attainment
A sales target is last year’s sales × (1 + planned growth); each rep’s quota is that target × (1 + over-assignment) ÷ the number of reps. Sales of 1,500,000 growing 20% give a 1,800,000 target, and 10 reps with 10% over-assignment carry 198,000 each. Quota attainment is sales ÷ quota.
Set a sales target and split it into quotas per rep, quarter and month, with the deals and opportunities it takes. Or check quota attainment during the period: how far along you are, where your pace leads and how much you need each day. Works in any currency.
Sales target and quota formulas
| Figure | Formula |
|---|---|
| Sales target | S × (1 + g) |
| Quota per rep | T × (1 + o) ÷ R |
| Deals needed | T ÷ D |
| Quota attainment | closed ÷ quota |
| Projected sales | closed ÷ d × days |
S: last year’s sales. g: growth. T: sales target. o: over-assignment. R: number of reps. D: average deal size. d: days passed.
Example: setting the target
A company sold 1,500,000.00 last year and plans 20% growth, so its target is 1,800,000.00: 450,000.00 a quarter or 150,000.00 a month. It has 10 reps and over-assigns 10%, so each rep carries 1,800,000 × 1.1 ÷ 10 = 198,000.00 a year, or 16,500.00 a month. At 4,800.00 a deal the company needs 375 deals, and at a 25% win rate, 1,500 opportunities.
Example: quota attainment
A rep with a 150,000.00 quarterly quota has closed 105,000.00 by day 60 of 90: attainment is 70% after 66.67% of the time. The pace of 1,750.00 a day leads to 157,500.00, or 105% of quota. To hit exactly 100%, the rep needs 45,000 ÷ 30 = 1,500.00 a day.
Frequently asked questions
How do you calculate a sales target?
Start from last year’s sales and the growth you plan: target = last year × (1 + growth). Sales of 1,500,000 and 20% growth give a 1,800,000 target, or 450,000 a quarter. Check it bottom-up: divide by the average deal size to see how many deals that takes.
How do you set a sales quota for each rep?
Divide the team target by the number of reps, then add over-assignment, usually 10–20%, because some reps will miss. A 1,800,000 target, 10 reps and 10% over-assignment give each rep a 198,000 yearly quota. Adjust for territory size and for new reps who are still ramping.
How is quota attainment calculated?
Quota attainment = sales closed ÷ quota × 100. A rep with 105,000 against a 150,000 quota is at 70%. During the period, compare it with the share of time passed: 70% after two thirds of the quarter is ahead of pace.
What is a good quota attainment rate?
A rep at 100% has met the quota. Across a team, plans are usually built so that most reps, often around 60–70% of them, reach their quota. If far fewer do, the quotas may be set too high; if almost everyone beats them easily, they may be too low.
What is quota over-assignment?
Over-assignment means the quotas of all reps add up to more than the company target. With 10% over-assignment and a 1,800,000 target, reps carry 1,980,000 in total, so the company can still hit its number if some reps fall short.
Related tools: commission and OTE calculator, sales forecast calculator, pipeline coverage calculator. More on sales and running a sales team on the SalesBond blog and the home page.
Official sources
- Pipedrive, Sales Quota — types of quotas and how to set them.
- Zendesk, How to set and reach sales quotas — setting quotas with examples.
- Salesforce, Quota Attainment — formula and benchmarks.
- Wikipedia, Sales operations — quota setting and sales planning.
Updated on Nov 6, 2026. This calculator is for information only and is not tax, legal or payroll advice. Results come from the formulas above. Pace assumes sales keep coming at the same rate each day; a quarter is a quarter and a month a twelfth of the year.
