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.

Go deeper

Founding Sales: The Early-Stage GTM Handbook Pete Kazanjy · guide Sales Quota in context: the free handbook on running early-stage sales as a founder, from first outreach to a repeatable motion. Open foundingsales.com →

Related terms

Also in Starting Up

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

eChai Partner Brands