Enter quota and pipeline details
Example data table
| Rep | Period | Quota | Actual Closed | Weighted Pipeline | Confidence | Projected Finish | Projected Attainment |
|---|---|---|---|---|---|---|---|
| Ava Morgan | Q2 2026 | $500,000 | $275,000 | $180,000 | 72% | $404,600 | 80.92% |
| Leo Chen | Q2 2026 | $420,000 | $310,000 | $155,000 | 68% | $415,400 | 98.90% |
| Nina Patel | Q2 2026 | $600,000 | $510,000 | $190,000 | 75% | $652,500 | 108.75% |
These rows show how quota, current bookings, and weighted pipeline interact to produce a forecasted finish and projected attainment percentage.
Formula used
- Quota Attainment % = (Actual Closed Revenue ÷ Quota Target) × 100
- Adjusted Pipeline = Weighted Pipeline × (Forecast Confidence ÷ 100)
- Projected Final Revenue = Actual Closed Revenue + Adjusted Pipeline
- Projected Attainment % = (Projected Final Revenue ÷ Quota Target) × 100
- Remaining Gap = Max(Quota Target − Actual Closed Revenue, 0)
- Pipeline Coverage Ratio = Weighted Pipeline ÷ Remaining Gap
- Required Run Rate = Remaining Gap ÷ Remaining Time Share
- Deals Needed = Ceiling(Remaining Gap ÷ Average Deal Size)
- Required Conversion % = (Deals Needed ÷ Open Opportunities) × 100
- Pace Variance = Current Attainment % − Period Elapsed %
This model combines current performance, weighted pipeline, and managerial confidence to estimate whether a seller is likely to complete quota by period end.
How to use this calculator
- Enter the sales representative and the reporting period.
- Provide the primary quota and an optional stretch quota.
- Add actual closed revenue already booked this period.
- Enter weighted pipeline and committed pipeline values from your CRM.
- Set forecast confidence to reflect management trust in the current pipeline.
- Enter the percentage of the period already elapsed.
- Provide average deal size, open opportunities, and closed-won deals.
- Press the calculate button to see attainment, pacing, forecast, gap, coverage, and deal requirements above the form.
- Use the CSV or PDF buttons to save the results for coaching, reviews, or pipeline inspection.
FAQs
1. What does quota completion mean?
Quota completion measures how much of a seller’s assigned target has been achieved. It usually compares booked revenue against a defined monthly, quarterly, or annual quota.
2. Why use weighted pipeline instead of raw pipeline?
Weighted pipeline reflects stage probability, so it gives a more realistic forecast. Raw pipeline often overstates expected outcomes because every opportunity is treated as equally likely to close.
3. What is forecast confidence in this calculator?
Forecast confidence is an additional adjustment applied to weighted pipeline. It helps account for inspection quality, forecast discipline, and management trust in the current opportunity set.
4. How should I interpret pace variance?
Pace variance compares current attainment with the portion of time already elapsed. A positive result suggests the seller is ahead of schedule, while a negative result signals pacing risk.
5. What does required run rate show?
Required run rate estimates the revenue needed over the remaining time share to still hit quota. It helps leaders judge whether the target remains feasible.
6. Why does the calculator estimate deals needed?
Deals needed converts the revenue gap into a count using average deal size. This makes the shortfall more actionable for opportunity planning and pipeline reviews.
7. What is pipeline coverage ratio?
Pipeline coverage ratio compares weighted pipeline to the remaining quota gap. Higher coverage usually means stronger quota security, although deal quality and timing still matter.
8. Can this calculator support coaching and forecast calls?
Yes. It highlights attainment, projected finish, pace, deal requirements, and coverage in one view. That makes it useful for pipeline inspection, one-on-ones, and forecast reviews.