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Also known as: sales quota, target

Quota

FoundationalSalesMetrics

Definition

Quota: A quota is the sales target assigned to an individual salesperson or team for a specific period, typically monthly, quarterly, or annually. Quotas are usually expressed in revenue, deals closed, or other measurable outcomes. Well-designed quotas are achievable but challenging, motivating performance while being fair to the rep.

Example Usage

“Our AEs carry $600K annual quotas with quarterly targets. We aim for 70% of reps hitting quota consistently.”

Common Misconceptions

Higher quotas drive more effort. Unrealistic quotas demotivate and drive turnover.
Quota should always increase. Quota should reflect market reality, not just company aspirations.
Missing quota is always the rep's fault. Product, market, and enablement issues also cause misses.

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