Measure quota pace with time, attainment, and forecasts. Spot shortfalls early using weighted pipeline scenarios. Stay on target with clearer daily selling priorities today.
| Scenario | Quota | Closed Won | Open Pipeline | Win % | Slippage % | Time Elapsed | Attainment | Burn Index |
|---|---|---|---|---|---|---|---|---|
| Mid-quarter review | $500,000 | $180,000 | $420,000 | 35% | 10% | 50.00% | 36.00% | 1.39 |
| Strong pipeline recovery | $500,000 | $230,000 | $620,000 | 40% | 8% | 55.00% | 46.00% | 1.20 |
| Late-period acceleration | $500,000 | $355,000 | $290,000 | 45% | 5% | 78.00% | 71.00% | 1.10 |
Example values are illustrative and help explain pacing, pipeline coverage, and quota risk interpretation in CRM pipeline reviews.
Quota burn rate is a pacing control metric for revenue teams. It compares elapsed selling time against quota attainment, helping leaders detect risk before the final week. When time is consumed faster than attainment, coaching actions can start earlier. In most monthly and quarterly reviews, a burn index above 1.00 indicates that current production is lagging time consumption and should trigger pipeline inspection.
Strong pipeline management starts by aligning time elapsed percentage with attainment percentage. If 50% of the period is complete, a healthy baseline target is near 50% attainment, adjusted for seasonality. This calculator converts that relationship into a visible pace gap and burn index. Managers can then compare team pacing by segment, territory, or rep and set recovery plans using objective numbers instead of intuition.
Raw pipeline totals often overstate likely outcomes. The weighted pipeline metric improves forecast realism by applying win probability and expected slippage. For example, a 400,000 pipeline with 35% win probability and 10% slippage contributes 126,000 in weighted value. This approach helps revenue leaders separate volume from quality. It also supports cleaner forecast calls because coverage ratio is measured against the remaining target, not the original quota.
The required daily pace output is especially useful for coaching. It translates remaining quota into a practical per day production goal, which reps can compare with current daily pace. If required pace is materially higher than current pace, managers can respond with deal acceleration tactics, pricing approvals, or prospecting blocks. When working day mode is used, the target becomes more realistic for teams that sell unevenly across weekdays.
Professional sales organizations use a weekly cadence to review burn rate, pace gap, and projection variance. This calculator supports that process by presenting both a pace based projection and a weighted snapshot projection. Together, these views show whether progress depends on future pipeline conversion or proven execution. Over time, teams can refine win probability and slippage assumptions using actual CRM outcomes, improving forecast accuracy and quota planning discipline.
Yes. Use the goal percent field to model stretch targets, board commitments, or temporary plan changes without altering the base quota value in your CRM.
The calculator uses weighted pipeline for the snapshot projection and coverage ratio, but attainment and burn index are based on closed won revenue only.
Review monthly teams at least weekly and quarterly teams twice weekly near period end. High volatility segments may need daily checks during closing weeks.
Not necessarily. Seasonality, delayed start dates, and enterprise deal timing can temporarily raise burn rate, but it still signals a need for closer pipeline validation.
Use working day mode when your team sells mainly on business days or holidays materially reduce activity. It gives more realistic pace and required daily targets.
Recalibrate win probability and slippage using recent CRM outcomes, then review by segment. Better assumptions improve weighted pipeline quality and make snapshot forecasts more dependable.
Important Note: All the Calculators listed in this site are for educational purpose only and we do not guarentee the accuracy of results. Please do consult with other sources as well.