// Sales

Quota

The annualised bookings or ARR target a rep is expected to deliver, the number their comp is built around.

In depth

Quota is typically set at 4–6x OTE for AEs (i.e. a rep with $250k OTE carries a $1–1.5M quota). Attainment distribution should be roughly normal around 60–70% of the team hitting; if <40% hit, quotas are too high or the product/GTM is broken.

Related terms

OTE

On-Target Earnings, total comp a rep earns at 100% quota attainment (base + variable).

Attainment

The percentage of quota a rep, segment or team achieved in a period.

Capacity Model

Top-down bookings model: # of reps × ramp-adjusted productivity × attainment assumption × seasonality.

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