Use realistic quotas and bookings. Values support decimals and commas.
Sensible sample values for a mid-period checkpoint.
| Period | Total Quota | Net Actual | Attainment | Pace Attainment |
|---|---|---|---|---|
| January | 90,000 | 70,000 | 77.78% | 103.33% |
| Q1 | 300,000 | 240,000 | 80.00% | 96.00% |
| Week 6 | 25,000 | 19,500 | 78.00% | 104.00% |
- Enter your period label, total days, and days elapsed.
- Add quotas and actual bookings for each sales motion.
- Include returns, adjustments, and your credit percentage.
- Set ramp, threshold, curve, accelerator, and an optional cap.
- Press Submit to view results above the form, then export.
Define Attainment Inputs
Sales attainment translates pipeline outcomes into quota progress. Start by separating new business, expansion, and renewals so managers can see which motion drives results. In many teams, new logos contribute 50–70% of quota, while expansion and renewals stabilize forecast variance. Track returns and chargebacks because they often reduce recognized revenue by 1–5% in subscription models. Count only closed-won revenue, not open pipeline, to avoid inflated attainment.
Adjust Targets With Effective Quota
Effective quota adjusts targets for ramping reps or territory changes. If a rep ramps at 0.75, a 100,000 quota becomes 75,000, making performance comparable across cohorts. Use consistent period length; monthly teams commonly use 30 days, while quarters use 90. When days elapsed are known, pace projects the end-of-period outcome by scaling current net actual to the full period. Store ramp factors in CRM and revise when roles change.
Apply Credit Rules Consistently
Credit percentage clarifies split deals and overlay support. A 40,000 deal credited at 50% contributes 20,000 toward attainment, preventing double counting in team rollups. Adjustments can add spiffs or corrections; keep them auditable and limited to exceptional events. Net actual should reflect your compensation policy: bookings, revenue, or ACV, but always apply the same definition across dashboards. If using ACV, annualize multi-year contracts and separate one-time services.
Model Payout Behavior
Payout multiplier modeling helps leaders evaluate plan fairness. A minimum threshold, such as 50%, can set payout to zero below a baseline. Below quota, a thresholded curve can protect budget by paying proportionally only after the threshold is reached. Above 100%, accelerators reward overperformance; for example, an accelerator of 1.5 yields 1.75× payout at 150% attainment before any cap. Apply accelerators over 100%, then cap payouts at 3.0×.
Turn Metrics Into Action
Use these outputs for coaching and risk management. If remaining to quota is 18,000 with 10 days left, daily needed is 1,800; compare that against historical daily bookings to judge feasibility. Pair the gap with pipeline coverage, often 3× for mid-market and 4–5× for enterprise, to prioritize deal strategy. Exporting results supports QBRs and compensation reviews with consistent metrics. Review pace weekly; compare daily needed with historical bookings for early coaching.
What counts as net actual in this calculator?
Net actual equals gross actual minus returns plus adjustments, multiplied by your credit percentage. Use the same definition your compensation plan uses, such as bookings, revenue, or ACV, and stay consistent across periods.
How should I set ramp factor for new hires?
Use the ramp percentage defined by your plan or enablement schedule. For example, 0.50 for the first month, 0.75 for the second, and 1.00 once fully ramped. Document changes in your CRM notes.
Why include both attainment and pace attainment?
Attainment shows performance to date versus effective quota. Pace attainment projects the end result if the current run-rate continues. Comparing both helps you decide whether you are catching up or falling behind.
How do I handle split deals or overlays?
Enter the credit percentage that reflects your share of the deal. A 50% split means only half of the deal value is credited to you. This avoids double counting when multiple reps contribute.
What do threshold and accelerator mean for payout?
Threshold sets the minimum attainment required to earn payout. Accelerator increases the multiplier for performance above 100% attainment, rewarding over-quota results. Add a cap when you need predictable maximum payouts.
Can I use this for weekly forecasting reviews?
Yes. Update days elapsed, actuals, and returns each review. Watch remaining to quota and daily needed, then compare those targets with historical booking patterns and current pipeline coverage to prioritize deal actions.