Sales / RevOps
Quota Attainment
How much of a rep's target they actually hit.
The fork, why two teams get different numbers
What sits in the numerator, bookings, recognized revenue, or collected cash, and in what CURRENCY (ACV or TCV), matched (or not) to how the quota was set.
Sales comp typically measures bookings-ACV at close date; some orgs track
revenue attainment. The dangerous case is a mismatch: quota set one way,
attainment measured the other.
The trap
The classic silent error is a quota set in ACV but attainment measured in TCV (or including one-time services), a single multi-year deal then blows past quota on term length alone.
In the Metric Library
- The full trap, worked on a real export
- Every formula variant, spelled out
- The reconciliation anchor, what to tie it to and when to refuse
Reference: RevOps / sales-compensation convention