Read the distribution, not the average. Top quartile organisations get 65 to 75 percent of reps at or above quota in a given quarter, the median B2B SaaS org sits around half, and bottom quartile is 25 to 35 percent. The shape tells you more than the number: a long tail of misses with a couple of huge overperformers usually means territories are unbalanced, not that most of the team is weak. Everyone clustered just above 100 percent means the quota is soft or deals are being held back. And a steady decline year on year, AE attainment fell from around 66 percent in 2022 to roughly half more recently, means the market moved and your quota model did not.
4 hand-picked resources, 4 link-checked. Pick how you want to dig in.
Why we picked it Roughly 47,000 quota carrying reps across 246 companies, with average attainment at 42.7 percent. The number to put in front of a board that thinks your team is underperforming when the quota is what is broken.
From QuotaPath, using RepVue's Cloud Sales Index 8 min read
Open quotapath.com →Why we picked it The practical method for combining top down targets with bottom up rep feedback, and the attainment bell curve to aim for: 60 to 70 percent around quota, 15 to 20 percent above, 10 to 15 percent short.
From Everstage 13 min read
Open everstage.com →Why we picked it 365 B2B companies surveyed on ramp, tenure, attrition, activity and comp. When you want to know whether your ramp is slow or your attrition is normal, this is the reference everyone quotes.
From The Bridge Group Report, 20 min read
Open blog.bridgegroupinc.com →Why we picked it The numbers you want when arguing about a plan: median commission around 11.5 percent of ACV, AE pay mix near 53:47, quota to OTE median 4.2x, and a median SaaS win rate of 19 percent. Use it to check whether your plan is normal.
From Everstage 12 min read
Open everstage.com →How comp, quotas and territory reads from a different seat.
The same ground, over in Co-founders, team & legal, our Starting Up track.
