Calculator Inputs
Example Data Table
Use this sample to understand how actual revenue, weighted pipeline, and quota combine into current and projected attainment.
| Rep | Period | Quota | Actual | Weighted Pipeline | Projected Revenue | Current Attainment | Projected Attainment |
|---|---|---|---|---|---|---|---|
| Avery Shah | Q2 2026 | $150,000 | $118,500 | $42,000 | $160,500 | 79.00% | 107.00% |
| Maria Lewis | Q2 2026 | $175,000 | $149,000 | $18,000 | $167,000 | 85.14% | 95.43% |
| Daniel Park | Q2 2026 | $120,000 | $132,500 | $11,000 | $143,500 | 110.42% | 119.58% |
| Nina Roy | Q2 2026 | $140,000 | $96,000 | $30,000 | $126,000 | 68.57% | 90.00% |
Formula Used
1) Quota attainment
Quota Attainment % = (Actual Revenue ÷ Quota Target) × 100
2) Projected revenue and projected attainment
Projected Revenue = Actual Revenue + Weighted Pipeline
Projected Attainment % = (Projected Revenue ÷ Quota Target) × 100
3) Shortfall and overperformance
Shortfall = Max(Quota Target − Actual Revenue, 0)
Overperformance = Max(Actual Revenue − Quota Target, 0)
4) Pace target and pace variance
Pace Target Revenue = (Quota Target ÷ Total Days) × Days Elapsed
Pace Variance = Actual Revenue − Pace Target Revenue
5) Required daily run rate
Required Daily Run Rate = Max(Quota Target − Actual Revenue, 0) ÷ Remaining Days
6) Estimated commission logic
If attainment stays below the minimum payout threshold, estimated commission is zero.
If revenue stays below the accelerator threshold, commission uses the base payout rate.
If revenue exceeds the accelerator threshold, revenue above that point uses the accelerator rate.
How to Use This Calculator
- Enter the rep name and reporting period.
- Add the assigned quota target for that period.
- Enter booked revenue already closed and recognized.
- Add weighted pipeline, not raw pipeline, for more realistic forecasting.
- Set the stretch goal if leadership tracks a higher benchmark.
- Enter closed deals to estimate average deal size.
- Fill in the payout rate, payout floor, and accelerator settings from your plan.
- Enter days elapsed and total period days to compare performance versus pacing.
- Click Calculate attainment to show results above the form.
- Use the CSV or PDF buttons to export the current summary.
Frequently Asked Questions
1) What does quota attainment mean?
Quota attainment shows how much booked revenue a rep achieved compared with the assigned target. It quickly reveals whether the rep is below target, on target, or above target.
2) Why should I enter weighted pipeline?
Weighted pipeline adjusts open opportunities by expected likelihood. That makes the projected finish more realistic than using raw pipeline totals that may never fully close.
3) What is the difference between shortfall and overperformance?
Shortfall measures how far revenue remains below quota. Overperformance measures how much revenue exceeds quota after the target has already been hit.
4) How is pacing useful during a quarter?
Pacing compares current revenue against where the rep should be by today. It helps managers spot risk early instead of waiting until the period ends.
5) Does the commission output replace a formal compensation plan?
No. The commission section is an estimate based on the rates and thresholds you enter. Your signed compensation plan, booking policy, and finance rules remain the source of truth.
6) What is an accelerator threshold?
An accelerator threshold is the attainment point where extra revenue starts paying at a higher rate. Many plans begin acceleration at 100% quota, but some start earlier or later.
7) Can I use this for monthly or annual targets?
Yes. The period label is flexible, so you can use monthly, quarterly, half-year, or annual targets. Just keep the revenue and timing inputs consistent.
8) What should I do if projected attainment is above 100% but current attainment is not?
That usually means the rep still needs upcoming pipeline to close. Review deal quality, timing, and coverage to confirm whether the forecast is dependable enough to trust.