Sales Quota Attainment Calculator
Quota attainment against pace, with pipeline coverage of the gap. Coverage weighted by win rate is the honest measure, and raw pipeline of three times the gap is the conventional minimum.
Also called: quota attainment calculator, pipeline coverage.
35% of quota with 7 months left. You are behind pace: pace says $5,000,000.00 by now. Pipeline of 9,500,000 at a 22% win rate is worth $2,090,000.00, which falls short of the remaining gap, so more pipeline is needed.
How this is calculated
Attainment against elapsed time shows whether you are ahead or behind pace. The gap that matters is what remains, and pipeline covers it only after weighting by the historical win rate. A common error is comparing raw pipeline to the gap: at a twenty percent win rate, pipeline equal to the gap closes a fifth of it. The rule of thumb of three times coverage exists precisely because win rates are well under a third.
weighted pipeline against the remaining gap; three times raw coverage is the usual rule- w
- Win rate
Method and limits
What it assumes
- A flat quota spread evenly across the year.
What it deliberately does not model
- Seasonal businesses should not use a flat pace.
- Historical win rates on a small sample are unreliable.
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Frequently asked questions
- How much pipeline do I need?
- Roughly the gap divided by your win rate, which for most teams is three to five times the gap in raw pipeline value.