Sales Rep Quota Attainment Calculator
Track sales rep quota attainment, calculate prorated quota for ramping reps, and project OTE earnings vs actual commission. Industry benchmark: 60-70% of reps hit annual quota.
| Full quota | — |
| Prorated quota (ramp adjusted) | — |
| Achieved YTD | — |
| Attainment % | — |
| Year-end pace projection | — |
| Base earnings | — |
| Variable earnings (with accelerators) | — |
| Total comp YTD | — |
Sales rep quota attainment is the foundational metric for sales team performance. Industry benchmark: 60-70% of B2B sales reps hit 100% of annual quota. Top 20% hit 150%+. Below 70% attainment is a leading indicator of rep risk — coaching, territory rebalance, or eventual PIP/replacement.
Attainment Benchmarks
B2B SaaS: 60-70% of AEs hit 100% annual quota. Best-in-class teams reach 75-80% attaining. Top 20% of reps achieve 150%+ via accelerators. Bottom 20% (<70%) typically don't make year 2 — either coached up or transitioned out within 12-18 months.
OTE Structure
Standard: 50% base / 50% variable for AEs. Enterprise (longer sales cycle): 60/40 or 70/30. SDRs: 70/30 typically. Accelerators: 1.5-2× rate after 100% attainment, sometimes 2-3× above 150%. Caps reduce overperformance motivation — best-in-class companies don't cap commission.
If Under-Performing
Diagnose before replacing: (1) Territory quality — does this rep have enough accounts? (2) ICP alignment — are they targeting the right segments? (3) Pipeline coverage — should be 3-4× quota minimum. (4) Win rate vs team average — execution issue or pipeline issue? (5) Sales cycle vs plan — deals stuck in late stages. Coach before PIP.
Last updated May 2026. Sources: Gartner Sales Research, OpenView SaaS Benchmarks.