Sales Quota

Also called Quota

The sales target a rep or team is expected to hit in a period, in revenue or deals. The core measure of sales performance.

Why it matters

Quotas focus and motivate a sales team, but a quota set unrealistically, too high or too low, distorts behavior and burns reps out. Setting achievable, well-designed quotas is a real leadership skill as you build a sales org.

For example

Each rep carries a 2 crore annual quota, and the team's hiring plan assumes a certain number of reps hitting it.

Related terms

On-Target Earnings Pipeline Coverage Win Rate

Go deeper

See how founders actually handle this on Getting your first customers, part of the Starting Up hub.

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