Quota attainment is each rep's actual sales divided by their target. One column turns a sales list into a performance scoreboard.
Format as a percentage; 100% means quota met, above is over-performance.
The example
A rep with a $50,000 quota closed $58,000 this quarter.
| A | B | |
|---|---|---|
| 1 | Item | Value |
| 2 | Quota | $50,000 |
| 3 | Actual | $58,000 |
| 4 | Attainment | 116% |
The formula
Attainment is actual divided by quota, shown as a percent:
How it works
Building the scoreboard:
- Divide actual sales by the quota: $58,000 ÷ $50,000 = 1.16, or 116%.
- Format as Percentage so it reads 116% rather than 1.16.
- Add a status with IFS: over 100% is 'Exceeds', 90–100% is 'On track', below is 'Behind'.
- Fill down the column and sort to rank the team instantly.
Average the attainment column for a quick read on overall team health.
Try it: interactive demo
Enter quota and actual sales; see attainment and a status label.
Variations
Status label with IFS
Turn the percentage into a one-word status.
Dollars to go
How much more is needed to hit quota.
Pitfalls & errors
A blank or zero quota gives #DIV/0!. Guard with IF(B2=0,"",B3/B2) or IFERROR.
Make sure actual and quota cover the same period — mixing a quarterly actual with an annual quota wildly understates attainment.
Practice workbook
Frequently asked questions
What counts as good attainment?
How do I add a status column?
How do I avoid divide-by-zero?
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