The Quotas screen is where you define, distribute, and track sales quotas for your team. It provides a clear view of who’s on target, who needs help, and how the team as a whole is tracking toward goals. If you’re responsible for sales performance management, this screen is your weekly companion.
Getting There
Navigate to Operations → Sales → Quotas in the left sidebar.
Key Features
Quota Summary Cards
At the top, summary cards show aggregate quota metrics: total quota, total attainment, gap to target, and team attainment percentage. These cards tell the leadership story in seconds.
Quota Grid
The main view is a grid showing quotas by rep and by period (monthly or quarterly). Each cell shows the quota amount, attainment to date, and percentage. Color coding makes it easy to spot who’s ahead and who’s behind.
Attainment Chart
Visualize attainment across the team with bar charts. Compare individual performance against targets and against each other. This is great for team meetings and performance reviews.
Quota Generation
Use the Generate dialog to create quotas for an entire period. Set the total target and distribute it across reps based on rules you define — equal split, weighted by territory, or custom allocation.
By Rep View
Drill into individual rep quota detail. See their full year of quotas, monthly attainment, trend over time, and the deals contributing to their attainment.
Change History
Track all changes to quotas — adjustments, reassignments, and modifications are logged with timestamps and the user who made the change. This audit trail is critical for sales comp integrity.
Step-by-Step: Setting Up Quotas
- Set the total target — Define the total quota for the team for the upcoming period.
- Generate allocations — Use the generate tool to distribute quota across reps.
- Adjust as needed — Fine-tune individual quotas based on territory, seniority, or other factors.
- Monitor attainment — As deals close, attainment updates automatically. Review the grid regularly.
- Coach to the data — Use the By Rep view to have data-driven coaching conversations.
- Review the history — If quota disputes arise, use the change history to trace what happened.
💡 Tips & Best Practices
- Set quotas before the period starts — Reps should know their targets from day one of the period.
- Use the attainment chart in team meetings — Visual comparisons drive healthy competition and accountability.
- Document quota changes — If you adjust a quota mid-period, always document the reason. It prevents disputes later.
Frequently Asked Questions
How does attainment get calculated?
Attainment is calculated from closed-won deals attributed to each rep during the quota period. The Deals screen is the source of truth for what counts toward quota.
Can I set different quota types (new business vs. renewals)?
Yes — quota assignments support both new business and renewal quotas. This separation allows you to track different revenue types independently.
What happens if a rep leaves mid-period?
You can adjust or reassign the quota. The change history will record the modification for audit purposes.
Related Articles
- Deals — Sales pipeline driving quota attainment
- Commissions — Compensation tied to quota performance
- Commission Plans — Define compensation structures