Calculate sales quota attainment, quota realism, and quota-to-OTE ratio from sales, funnel, and salary inputs for reps and managers.

Sales Quota Ratio Calculator

Choose a mode and enter the numbers you have.
Attainment
Quota realism
Quota:OTE
Quota attainment from actual sales
$
$
Quota realism from funnel capacity
$
$
opps
%
months
months
months
%
Quota to OTE and sales to earnings
$
$
$
%
Use team average attainment to compare the advertised plan with likely real-world earnings.

Sales Quota Ratio Formula

The calculator runs three modes. Each uses its own formula.

Attainment mode:

Attainment % = (Actual Sales / Quota) * 100

Quota realism mode (funnel capacity):

Achievable = ACV * Opps/mo * WinRate * ClosableMonths * Productivity
ClosableMonths = MonthsRemaining - SalesCycle - (Ramp / 2)
Realism % = (Achievable / Quota) * 100

Quota-to-OTE mode:

OTE = Base + Target Commission
Quota:OTE = Quota / OTE
Avg Earnings = Base + (Commission * Attainment)
Sales:Earnings = (Quota * Attainment) / Avg Earnings
  • Actual Sales: closed-won revenue in the period.
  • Quota: the assigned sales target.
  • ACV: average contract value or deal size.
  • Opps/mo: qualified new opportunities created each month.
  • WinRate: percent of opportunities that close won.
  • ClosableMonths: months left after subtracting sales cycle and half of ramp.
  • Productivity: expected output once a rep is fully ramped.
  • Base: fixed annual salary.
  • Target Commission: variable pay at 100% quota.
  • Attainment: average percent of quota the team actually hits.

The Attainment tab tells you where a rep stands against target. The Quota realism tab checks whether the funnel can mathematically support the number you set. The Quota:OTE tab compares plan design and shows what the comp plan looks like at real-world attainment.

Benchmarks and Reference Tables

Use these ranges as a starting point. Adjust for your industry and motion.

Attainment Reading
110%+Accelerator territory; quota may be soft.
100% to 109%On plan.
80% to 99%Solid but missed target.
60% to 79%Underperforming; coach or diagnose pipeline.
Below 60%At risk; quota or fit may be wrong.
AE Type Typical Win Rate Cycle Quota:OTE
SMB / Inside22-30%~1 mo5x-7x
Mid-market18-25%2-3 mo4x-6x
Enterprise15-20%4-9 mo3x-5x

Worked Examples

Example 1 - Attainment. A rep closed $85,000 against a $100,000 quota. Attainment is 85,000 / 100,000 = 85%. To reach 110% they would need $25,000 more in closed business.

Example 2 - Realism check. Quota is $500,000. ACV is $25,000, win rate is 25%, and the rep generates 8 opps per month. Twelve months remain, sales cycle is 2 months, ramp is 3 months. Closable months = 12 - 2 - 1.5 = 8.5. Achievable = 25,000 * 8 * 0.25 * 8.5 = $425,000. Realism = 85%. The quota is reachable but tight. Either lift opp volume to about 9.4 per month or accept some shortfall risk.

FAQ

What counts as "actual sales" for attainment? Use the same metric your comp plan pays on. Most teams use closed-won bookings or new ARR booked in the period.

Why does ramp get cut in half in the realism formula? A ramping rep is partially productive, not zero. Subtracting half of ramp time approximates lost capacity without zeroing out the whole period.

What is a healthy quota-to-OTE ratio? SaaS sales plans typically sit between 4x and 6x. Lower can mean the plan is expensive for the company; higher can mean quota is hard to hit at advertised pay.

Can attainment exceed 100%? Yes. Anything above 100% means the rep beat quota, and most plans pay accelerated commission rates on that overage.