Get the opportunity to grow your influence by giving your products or services prime exposure with Performance Magazine.

If you are interested in advertising with Performance Magazine, leave your address below.

Advertise with us

KPI of the Day – Sales: % Sales quota attainment

sales quota


Measures the rate at which the sales quota for a given time period has been attained.


To track the effectiveness of the sales activity, a low level of attainment is likely to reflect the diminished effectiveness of the sales force.


Attaining the amount of sales quota planned is one of the highest priorities for economic entities worldwide. % Sales quota attainment, as such, reflects on the performance of the company from several perspectives including the effectiveness of the sales force and the ability of the management to set adequate sales targets.

Thus, in order to obtain optimal results for this KPI, it is vital to consider the fact that sales targets set should be both ambitious, in order to motivate and at the same time achievable, so as not to discourage.

Furthermore, targets should be set collaboratively and extensively discussed within the team. There are four main sources of information to consider when setting KPI targets: historical records (the entity’s own past results), internal benchmarking (comparing KPI results with results of other departments or company branches), external benchmarking (comparing the results against competitors’) and external analysis (market trends with the potential of influencing the results).

Some other considerations to take into account when striving for a full % Sales quota attainment include:

  • Focusing on obtaining a low % Staff turnover and a high % Employee tenure. Experienced salespeople who are familiar with the company’s products are more likely to attain their quota;
  • Analyzing your sales pipeline evolution and trend in order to identify new selling opportunities. Quotas cannot be reached if the sales team does not have opportunities to work with;
  • Investing in training courses for the professional development of the sales force.

If you are interested in more details about relevant KPIs for the sales industry, the subscription provides access to +500 KPI examples. Our dedicated Library contains relevant resources to improve your KPI practices. For further related information, feel free to explore our latest Top 25 Sales KPIs – 2016 Extended Edition report.

Image source:

KPI of the Day – Human Resources (HRM): % Human Capital Return on Investment
KPI of the Day – Utilities: # Accounts receivables in days of utility bill equivalent

Tags: ,


The KPI Institute’s 2024 Agenda is now available! |  The latest updates from The KPI Institute |  Thriving testimonials from our clients |