What it measures
A quota is the sales target set for a rep, team or region over a period such as a month, quarter or year. Quota attainment shows how much of that target was achieved. It's usually based on closed revenue, though some roles have quotas for other outcomes. For SDRs, for example, the quota is often qualified meetings booked rather than revenue. Attainment above 100% means the target was beaten; below 100% means it was missed.
How to calculate it
Quota attainment = result achieved in the period ÷ quota for the period × 100
Worked example: A rep with a $150,000 quarterly quota closes $135,000. Her attainment is $135,000 ÷ $150,000 × 100 = 90%.
Example figures only. Use your own numbers.
Run your own numbers in the cold call calculatorExample
An SDR has a monthly quota of 12 qualified meetings and books 15. His attainment for the month is 15 ÷ 12 × 100 = 125%.
Why it matters
Attainment is the headline number for most sales roles. It drives commission, it is the first thing managers look at in performance reviews, and candidates are asked about it in nearly every sales interview. At team level, the share of reps hitting quota says a lot about whether targets are realistic, whether hiring and onboarding are working, and whether there was enough pipeline at the start of the period.
Talking about it in an interview
Interviewers will ask for your attainment, so know your numbers for each period and be ready to explain them honestly. Give context: the quota, what you closed, your ranking on the team if you know it, and what you did differently in your best periods. If you missed, explain why and what you changed. Practice saying these answers out loud so they sound confident without exaggerating anything.