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Quotas & compensation
Quota attainment
A rep's bookings as a share of their quota. The distribution across the team says as much as the average.
Owned by: Entry sales analystTest band: Entry sales analyst
The formula
Attainment % = Bookings ÷ Quota
In practice
A healthy team has 60–70% of reps at or above quota. If it is 30%, the quotas are wrong; if it is 95%, they were too soft.
The kind of thing the test asks
- A rep with a $500k quota books $425k. Attainment is…
- Only 30% of reps hit quota last year. The most likely explanation is…