Quota Attainment Calculator: Rate, Forecast and Daily Target
Track progress and forecast sales performance.
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How is it calculated?
Quota attainment = Closed revenue / Quota
Gap = Quota - Closed revenue
Forecast attainment = (Closed revenue + Open pipeline x Win rate) / Quota
Daily target = Gap / Selling days left
Closed revenue = sum of Opportunity.Amount where Opportunity.IsWon is true and CloseDate is in the period
How to calculate quota attainment: worked example
Quota $100,000. Closed $80,000. Attainment = $80,000 / $100,000 = 80%.
Gap = $100,000 - $80,000 = $20,000. With 10 selling days left, daily target = $20,000 / 10 = $2,000.
Open pipeline $50,000 at a 30% win rate adds $15,000. Forecast = ($80,000 + $15,000) / $100,000 = 95%.
Last updated: October 22, 2026.
Quota attainment is closed revenue divided by quota, shown as a percent. Enter your quota and the Opportunity.Amount you have closed won to get your rate, a pipeline forecast and the daily revenue you still need.
Clientell AI is an AI Salesforce admin. It builds a quota attainment report by rep from a plain-English request, so you track it live in Salesforce instead of in a spreadsheet. See the report and dashboard builder
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Salesforce stores rep quotas in the ForecastingQuota object, and you set them up in Collaborative Forecasts. The official steps are in the Salesforce Help article on forecast quotas
This calculator turns the Opportunity.Amount and CloseDate fields you already track in Salesforce into your attainment, a forecast and the daily revenue you need.
- Enter your quota: Type the quota for the period in dollars. In Salesforce, find it on the Forecasts tab or in the ForecastingQuota object. To turn quotas on, go to Setup > Forecasts Settings.
- Enter closed revenue: Type the total Opportunity.Amount where Opportunity.StageName is Closed Won and CloseDate is inside the period. A report on the Opportunities tab filtered on those two fields gives the total.
- Enter selling days left: Count the working days from today to the end date of your fiscal period, which you find under Setup > Fiscal Year. Leave out holidays and planned time off.
- Enter your win rate: Use the share of closed Opportunities with IsWon true over your last four quarters. A summary report grouped by Opportunity.StageName gives both counts.
- Enter open pipeline: Add up Opportunity.Amount where IsClosed is false and CloseDate is inside the period. Leave out deals you expect to slip.
- Enter expected deals: Type how many open Opportunities you expect to close. The calculator divides your pipeline Amount by this count to get the average deal size.
- Read the result: Expected result: current attainment, forecast attainment, a risk level and the daily revenue needed. If something looks wrong: attainment that is too low usually means a Closed Won Opportunity has a CloseDate outside the period, so fix the date and enter the total again. Undo: change any input or reload the page, because nothing is saved.
Rep tracking
Each week a rep filters Opportunities by Owner and Stage, then enters the total to see the dollars to close per selling day.
Manager coaching
Managers compare forecast attainment across the team and coach the reps whose forecast falls below their ForecastingQuota.
Executive forecast
Sales leaders add up each rep's forecast from Opportunity Amount to see where the quarter will land.
Closed revenue is the Opportunity.Amount of Closed Won records. Expected revenue applies your win rate to open pipeline. Dividing the sum by the ForecastingQuota amount gives the forecast. Dividing the remaining gap by the selling days left gives the daily target.
Assumptions & Limitations
- Your win rate applies evenly to every open Opportunity
- Open pipeline is the full Opportunity Amount, not a weighted amount
- Revenue closes evenly across the remaining days, with no end-of-quarter rush
- Closed Won deals are final, with no clawbacks or cancellations
- Quota stays fixed for the period
FAQ: common questions about quota attainment
How do you calculate quota attainment?
For example, closing $80,000 of Opportunity.Amount against a $100,000 quota is 80% attainment. The rule is closed revenue divided by quota.
What is attainment, and how is it different from quota?
For example, closing $120,000 against a $100,000 quota is 120% attainment. Quota is the target, and attainment is how much of it you hit.
What is a good quota attainment rate?
Full attainment means you hit quota. What counts as good depends on how your plan sets the ForecastingQuota amounts, so compare reps and quarters in your own Opportunity data.
How do I forecast quota attainment?
Add closed Opportunity.Amount to open pipeline weighted by your win rate, then divide by quota. This calculator does that for the time left in the period.
How much do I need to close each day to hit quota?
Divide the quota gap by the selling days left before the end of the fiscal period. The calculator shows this as the daily revenue needed.
Where do I find these numbers in Salesforce?
Quota sits on the Forecasts tab and in the ForecastingQuota object. Closed revenue is Opportunity.Amount where StageName is Closed Won.
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