Enter each rep's quota and what they closed in the period. The example numbers are illustrative, so replace them with your own.
Get The Forecast Brief
You just checked your team's attainment. The Forecast Brief is a short email from Pete Furseth, ORM's COO, built on what ORM sees in its customers' forecasts.
What this tells you
Team quota attainment is the share of the team's total quota that the team closed. Add up what every rep closed and divide it by the sum of their quotas.
Team Quota Attainment = (Total Closed / Total Quota) x 100
Each rep gets the same math on their own numbers: Rep Attainment = (Rep Closed / Rep Quota) x 100. The share of reps at quota counts the reps at or above 100% and divides by the number of reps.
Checking one rep or one number against a single goal? The percent to goal calculator does that, with the gap left to close.
How to calculate team quota attainment: a worked example
This example has five reps, and the numbers are made up for illustration. The calculator above opens with the same numbers.
| Rep | Quota | Closed | % of quota |
|---|---|---|---|
| Rep A | $800,000 | $560,000 | 70% |
| Rep B | $600,000 | $480,000 | 80% |
| Rep C | $500,000 | $550,000 | 110% |
| Rep D | $400,000 | $460,000 | 115% |
| Rep E | $300,000 | $345,000 | 115% |
| Team | $2,600,000 | $2,395,000 | 92.1% |
Team attainment is $2,395,000 divided by $2,600,000, which is 92.1%. The team is $205,000 short of its quota. Three of the five reps finished at or above quota, so 60% of the team is at quota.
The average of the five rep percentages is 98%. That is higher than the team figure because the two largest quotas missed. Averaging gives Rep E's $300,000 quota the same weight as Rep A's $800,000 quota. Use the dollar figure when you report to the business. The full method, with a six-rep example, is in how to calculate team quota attainment.
Why the share of reps at quota matters
A team can hit its number while most reps miss. When two or three reps carry the result, one departure or one territory change takes the beat away next quarter. Read team attainment and the share at quota together.
Concentration is common. In Ebsta and Pavilion's 2025 benchmarks, 14% of sellers drove 80% of revenue (Ebsta and Pavilion, 2025). A team figure alone cannot show you that. The rep list can.
Before you compare reps with each other, check tenure and territory. Ramping reps belong in the team number at their ramped quota. The method is in quota attainment for ramping reps.
ORM's take: the team number needs a forecast behind it
This calculator shows where the team stands today. It cannot tell you which reps will close the gap before the period ends.
ORM's custom models forecast each rep to period end and flag who will land short and by how much, while there is still time to act. The calculator gives you the snapshot. The forecast shows where to spend the rest of the quarter.
Common questions
How do you calculate quota attainment for a sales team?
Add up the closed revenue for every rep and divide it by the sum of their quotas. Use dollars on both sides. Averaging rep percentages gives a small quota the same weight as a large one.
Why is the average of rep attainment higher than team attainment?
Because the average counts every rep equally, whatever their quota. When the largest quotas miss and the smaller ones beat, the average reads higher than the dollars. In the example above, the average is 98% and the team is at 92.1%.
Why report the share of reps at quota?
It shows whether the result is broad or carried by a few reps. A team that hits its number with only two reps at quota is fragile, because next quarter depends on the same two people doing it again.
How is this different from a percent to goal calculator?
A percent to goal calculator checks one number against one target, such as a rep's bookings against their quota. This calculator takes the whole team at once. It returns the team figure alongside each rep's percentage.
Should ramping reps count in team quota attainment?
Yes, at their ramped quota. Leaving them out removes real revenue and real quota from the totals. Counting them at full quota makes the team look worse for hiring.
See who will land short
This tool shows where your team stands today. ORM shows which reps will close the gap and what to change.
Schedule a Demo