Attainment (quota attainment) measures what percentage of their sales goal a rep has achieved. Expressed as a percentage: 100% attainment means the rep hit their quota exactly. 120% means 20% above target. According to the Gartner Sales Effectiveness Survey (2024), the average B2B rep achieves 89% attainment, while top performers exceed 130%.
The attainment formula:
Attainment % = (Actual Result ÷ Quota) × 100
| Quota | Actual Sales | Calculation | Attainment |
|---|---|---|---|
| $150,000 | $150,000 | 150K ÷ 150K | 100% |
| $150,000 | $120,000 | 120K ÷ 150K | 80% |
| $150,000 | $187,500 | 187.5K ÷ 150K | 125% |
Attainment is the primary performance metric in sales organizations. It answers the simple question: "Did you hit your number?"
Attainment is used for:
According to SalesLoft's State of Revenue (2024), teams with real-time attainment tracking have 31% higher average quota attainment than teams that only see attainment monthly.
Most commission plans tie commission rates directly to attainment levels. Here's a typical example:
| Attainment | Commission Rate | Bonus |
|---|---|---|
| 0-50% | 5% (reduced) | None |
| 50-100% | 8% (standard) | None |
| 100% | 8% | $3,500 |
| 100-125% | 12% (accelerator) | $3,500 |
| Over 125% | 16% (super-accelerator) | $7,500 |
What does a healthy attainment distribution look like for a sales team? According to Pavilion's 2024 Compensation Report:
| Attainment | % of Team | Interpretation |
|---|---|---|
| Under 50% | 5-10% | Performance issues or bad fit |
| 50-80% | 15-20% | Developing or struggling |
| 80-100% | 25-30% | Solid performers |
| 100-120% | 25-30% | Strong performers |
| Over 120% | 15-20% | Top performers |
Warning signs:
They're the same thing. Quota attainment is the full term, attainment is shorthand. Both measure percentage achievement of sales targets.
Focus on high-probability opportunities, improve deal qualification, increase activity levels, and manage pipeline rigorously. For leaders: set realistic quotas, balance territories, and invest in training.
Team-wide low attainment typically points to quotas being too high, market issues, or product problems—not individual performance. Review quota methodology first.
Attainment isn't just a metric—it's a management tool. When reps can see their attainment in real time, they react faster. They know exactly how close they are to quota, what it means for commission, and what the next milestone is.
With Prowi, each rep sees their attainment update automatically when deals close. It removes uncertainty and keeps focus on hitting the numbers.