Percentage to Quota Calculator
Written by the percentages.co.uk team. Reviewed for accuracy.
This calculator works out your quota attainment percentage from your target and actual figures. It also shows the remaining gap in pounds and, if you enter the days remaining in the period, calculates the daily run rate you need to hit your target.
How it works
Quota attainment is the percentage of a sales target that has been achieved. It is the standard metric used by sales managers and reps across UK businesses to track performance against plan during a month, quarter or financial year.
The formula
Attainment % = (Actual / Target) × 100
Gap = Target - Actual
Required daily rate = Gap / Working days remaining
Why this works: Expressing performance as a percentage of target makes it easy to compare reps with different quota sizes. A rep with a £500,000 target who has closed £375,000 is at 75% attainment, exactly the same rate as a rep with a £100,000 target who has closed £75,000.
Worked examples
A sales rep has a quarterly target of £90,000 and has closed £67,500. What is their attainment?
- Attainment: (67,500 / 90,000) × 100 = 75%
- Gap: 90,000 - 67,500 = £22,500
Answer: 75% attainment, £22,500 gap
A team has a monthly target of £200,000 and has achieved £230,000. What is the attainment?
- Attainment: (230,000 / 200,000) × 100 = 115%
- This is over-quota performance
Answer: 115% attainment (over-quota)
A rep needs £50,000 more to hit target with 10 working days left. What daily rate do they need?
- Required daily rate: 50,000 / 10 = £5,000 per day
Answer: £5,000 per working day
A recruitment consultant has an annual billings target of £120,000 and has billed £84,000 by October. What is their attainment?
- Attainment: (84,000 / 120,000) × 100 = 70%
- Gap: 120,000 - 84,000 = £36,000
Answer: 70% attainment, £36,000 gap
A software company has a £2m annual ARR target. With £1.6m secured and 60 days left, what is the required daily rate?
- Attainment: (1,600,000 / 2,000,000) × 100 = 80%
- Gap: £400,000
- Daily rate: 400,000 / 60 = £6,667 per day
Answer: 80% attainment, £6,667/day needed
When to use this
- Weekly sales team reviews: Tracking each rep's attainment against their monthly or quarterly number to identify who needs pipeline support.
- End-of-quarter forecasting: Calculating how much more needs to be closed and whether the remaining days make it achievable.
- Commission calculations: Many UK commission structures tier out at 100%, 110% and 125% of quota. This calculator tells you exactly which tier you are in.
- Recruitment billings tracking: Agency recruiters who work to monthly or annual billings targets use this to know their standing at any point in the year.
Understanding the result
100% attainment means you have hit your target exactly. Above 100% means over-performance; below 100% means there is still a gap. Most sales compensation plans have different commission rates or bonuses for different attainment bands (for example, 80-99%, 100-110%, 110%+).
The required daily rate is a useful sanity check. If it is significantly higher than your average historical daily rate, you may need to revise your forecast or take specific action to close the gap.
Related concepts
➡ To compare actual performance across multiple goals at once, the target vs achievement calculator lets you track several goals side by side. ➡ For understanding payroll as a percentage of revenue (useful for sales managers assessing team cost), use the payroll percentage calculator to find staff costs as a share of income. ➡ To find percentage change in your bookings from one period to the next, use the percentage change calculator to track growth or decline over time.
How to do this in Excel
=(B1/A1)*100
Put your target in A1 and actual in B1. For the gap: =A1-B1. For daily run rate: =(A1-B1)/C1 where C1 is days remaining.
How to do this without a calculator
Divide your actual performance by your target and multiply by 100. For a quick mental calculation, if you have closed £75,000 of a £100,000 target, that is 75%. For other targets, divide both numbers by the target to get a simple fraction, then convert to a percentage.
Common mistakes
Including pipeline that is not yet closed
Attainment should be calculated on closed/won revenue only, not pipeline. Including forecast deals overstates performance.
Confusing quota attainment with revenue growth
A rep can be at 120% of their personal quota but that tells you nothing about year-on-year revenue growth for the company. These are two different measures.
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