Worked example
$420,000 closed against a $1M quarterly quota, 45 days into a 90-day quarter, with $300,000 of weighted pipeline still open.
| Input | Value |
|---|---|
| Revenue closed to date | $420,000.00 |
| Quota for the period | $1,000,000.00 |
| Days elapsed | 45 |
| Days in the period | 90 |
| Open weighted pipeline | $300,000.00 |
| Result | Value |
|---|---|
| Attainment to date | 42% |
| Gap to quota | $580,000.00 |
| Linear projection at period end | $840,000.00 |
| Projected attainment (run rate) | 84% |
| Attainment if weighted pipeline closes | 72% |
| Required per remaining day | $12,888.89 |
- Attainment: closed ÷ quota: 42%
- Gap: quota − closed: $580,000.00
- With pipeline: (closed + weighted pipeline) ÷ quota: 72%
- Run-rate projection: closed × period days ÷ elapsed days: $840,000.00
- Required per remaining day: gap ÷ remaining days: $12,888.89
Formulas
Attainment = revenue closed ÷ quota
Gap = quota − revenue closed (zero once quota is reached)
Run-rate projection = revenue closed × days in period ÷ days elapsed
Attainment with pipeline = (revenue closed + weighted pipeline) ÷ quota
Required per remaining day = gap ÷ (days in period − days elapsed)
Run rate vs pipeline: two different questions
The run-rate projection assumes the rest of the period looks like the part already behind you. It is simple and transparent, but it ignores timing: deals often cluster at the end of a quarter, which makes early run rates look weak.
The pipeline view asks what happens if the deals you can name close at their weighted value. Use it alongside the run rate rather than instead of it. For the size of pipeline you need, see the pipeline coverage calculator.
Attainment drives payout in most plans. To translate an attainment figure into pay, use the pay curve calculator or the sales commission calculator.
Limitations
- Days are calendar or working days, whichever you use consistently in both fields.
- The projection is linear; it is not a forecast of seasonality or deal timing.
- Weighted pipeline is only as good as the probabilities behind it.
Frequently asked questions
How do you calculate quota attainment?
Divide the revenue (or bookings) credited to the rep by their quota for the same period. $420,000 against a $1,000,000 quota is 42% attainment.
Should I use calendar days or working days?
Either works as long as both fields use the same unit. Working days usually give a more realistic required-per-day figure.
What is weighted pipeline?
It is the value of open opportunities multiplied by their probability of closing in the period. A $100,000 deal at 40% contributes $40,000.
What counts as a good attainment?
It depends on how quotas were set. We do not publish attainment benchmarks because we have no sourced data; compare against your own team’s history.