Quota attainment is the percentage of a sales target (quota) a rep or team achieves in a defined period. Two views matter: individual attainment (this rep hit 120% of quota) and team attainment rate (60% of reps hit at least 100% of quota). The team-level rate is the most-watched health metric in B2B sales operations. Healthy teams have 60-70%+ of reps at or above quota. Below 50% signals systematic problems: quota too high, leads too thin, product-market fit issues, hiring problems, or all four.
The math:
Individual attainment = Actual bookings ÷ Quota
A rep with $1M quota who books $850K has 85% attainment.
Team attainment rate = % of reps at or above 100% quota
A 10-person team where 7 hit 100%+ has 70% team attainment.
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