BYTETOOLS

Sales Quota Attainment Calculator

Work out quota attainment and pay it through a tiered commission schedule with accelerators, showing the payout per band and the effective rate on revenue.

Commission bands

up to
% of quota · pays
% of revenue in the band
up to
% of quota · pays
% of revenue in the band
up to
% of quota · pays
% of revenue in the band
up to
% of quota · pays
% of revenue in the band

Bands run from lowest to highest and each rate applies only to the slice of revenue inside that band — a marginal schedule, not a flat retroactive rate. Set the last band's upper bound to 0 so it covers everything above the previous one.

130.0%
Quota attainment
$90,000
Total commission
6.92%
Effective rate on revenue
110.0%
% of OTE earned
$108,000
Base salary
$72,000
Variable at target
$198,000
Total earnings
$300,000
Revenue over quota
Attainment bandRevenue in bandMarginal rateCommissionShare of payout
0% – 70%$700,0004.0%$28,00031.1%
70% – 100%$300,0008.0%$24,00026.7%
100% – 125%$250,00012.0%$30,00033.3%
125% – above$50,00016.0%$8,0008.9%
Total$1,300,0006.92%$90,000100%

attainment = actual ÷ quota  ·  band revenue = (band upper % − band lower %) × quota  ·  commission = Σ(band revenue × band rate)

Worked example: a $500,000 quota with $650,000 booked is 130% attainment. On a schedule of 8% to 100%, 12% from 100-125% and 16% above, the payout is 500,000 × 8% + 125,000 × 12% + 25,000 × 16% = $40,000 + $15,000 + $4,000 = $59,000 — an effective rate of 9.08% on revenue, well below the 16% headline accelerator because only the top slice earns it.

Marginal band schedules like this one are the norm; a few plans pay the top rate retroactively on all revenue, which produces a much larger number, so check your plan document before quoting a figure. Real plans also carry caps, clawbacks on churned deals, draw recovery and quarterly-versus-annual true-ups that this calculator does not model. All figures stay in your browser and nothing is uploaded. Estimates only, not compensation or legal advice.

What is the Sales Quota Attainment Calculator?

Quota attainment is simply actual divided by quota, but the commission it earns rarely is. Most plans use bands with accelerators above target and sometimes a decelerator below it, and each rate applies only to the slice of revenue inside its own band — a marginal schedule, not a flat rate applied retroactively.

  • Attainment percentage with a dash when quota is zero
  • Marginal band schedule with accelerators and decelerators
  • Per-band table showing revenue in band, rate, payout and share
  • Effective commission rate on total revenue
  • OTE split into base and variable, plus percentage of OTE earned
  • Revenue still required to reach the next accelerator band

How to use the Sales Quota Attainment Calculator

  1. 1

    Enter the quota for the period and the revenue you actually booked against it.

  2. 2

    Add your on-target earnings and the variable share of it, so base and variable split correctly.

  3. 3

    Edit the commission bands: each row is an upper attainment percentage and the rate paid inside that band.

  4. 4

    Set the last band's upper bound to 0 so it covers everything above the previous band.

  5. 5

    Read the per-band payout table, total commission and the revenue needed for the next accelerator.

About the Sales Quota Attainment Calculator

Quota attainment is simply actual divided by quota, but the commission it earns rarely is. Most plans use bands with accelerators above target and sometimes a decelerator below it, and each rate applies only to the slice of revenue inside its own band — a marginal schedule, not a flat rate applied retroactively.

Enter the quota, the revenue actually booked and your commission bands. The calculator shows the payout each band produces, the total commission, the effective commission rate on revenue and how it compares with on-target earnings once base and variable pay are split out.

It also reports the revenue still needed to reach the next accelerator, which is usually the number a rep actually wants. Everything is calculated in your browser and nothing is uploaded. Estimates only, not compensation or legal advice — check your plan document before quoting a figure.

Frequently asked questions

How do you calculate quota attainment?

Divide actual booked revenue by the quota for the period and express it as a percentage. 650,000 against a 500,000 quota is 130% attainment. If quota is zero the ratio has no meaning, which is why the tool shows a dash rather than dividing.

How does a tiered commission with accelerators work?

Each rate applies only to the revenue inside its own band. On a plan paying 8% to 100%, 12% from 100-125% and 16% above, a rep at 130% of a 500,000 quota earns 500,000 × 8% + 125,000 × 12% + 25,000 × 16% = 59,000 — an effective rate of 9.08%, well below the headline 16%.

Why is my effective commission rate lower than the top band rate?

Because only the top slice of revenue earns the top rate. The effective rate is total commission divided by total revenue, so it is always a blend of every band you passed through. A rep quoting the accelerator rate as their commission rate is overstating it, often by half.

What is OTE and how does it relate to commission?

On-target earnings is base salary plus the variable pay you earn at exactly 100% of quota. A 60/40 plan on 180,000 OTE means 108,000 base and 72,000 variable at target. Actual earnings are base plus whatever the commission schedule produces, which is what the calculator reports.

Do all commission plans use marginal rates?

No — a minority pay the top rate retroactively on all revenue once a threshold is crossed, which produces a much larger number and a very sharp cliff at the threshold. This calculator models the marginal form, which is the common one. Check your plan document before assuming either.

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