Attainment ≠ pace
Attainment tells you where you are. Pace tells you whether that's good news. A rep at 50% attainment can be crushing it (30% through the quarter, so 20 pts ahead) or drowning (80% through, so 30 pts behind). Always compare closed won to expected-by-now, not just to quota.
Weighted vs. unweighted finish
The forecasted finish here uses a single flat win rate on open pipeline. For real forecast calls, weight by stage — Stage 5 opportunities close at 70%+, Stage 2 at 5–10%. A stage-weighted number is far tighter than pipeline × average win rate, especially with early-stage volume.
What to do at each attainment band
Rough playbook by pace-adjusted attainment:
- • Ahead of pace: protect deals, invest time in next-quarter pipeline, don't discount to accelerate.
- • On pace ±5 pts: focus on stage progression, run multi-thread on top deals.
- • 5–15 pts behind: aggressive close plans on Stage 4+, deprioritize new prospecting for the last third of the period.
- • 15+ pts behind: escalate; you likely have a pipeline coverage or ICP problem, not a closing problem.
FAQ
How is required pace different from remaining quota?
Required pace normalizes to the full period. If the gap is $100K with 40% of the period left, required pace is $250K — the run-rate you'd need to sustain. That's often more useful than the raw remaining number.
Why weight open pipeline by win rate?
Because not all pipeline closes. Assuming 100% conversion produces wildly optimistic forecasts. Use the trailing win rate on similar-stage deals as the honest multiplier.
What's a healthy pipeline coverage ratio?
3x for unweighted, 1.5x for weighted. Below that you're relying on top-of-funnel that hasn't landed yet.
Should I include renewals?
Only if they're part of quota. If renewals are a separate CS motion with its own goal, exclude them from new-business attainment or the number becomes meaningless.
How do I use this in a 1:1?
Ask three questions — pace delta, weighted finish, and deals-to-close-gap. Then focus the 1:1 on the specific deals that get you there, not on the number itself.
Is elapsed selling time the same as calendar time?
No. Subtract holidays, dead weeks (Christmas, mid-August), and known freeze periods. A 90-day quarter often has 60–65 real selling days.
How this calculator is built
Independently maintained
Written by Sam Doshi and the RevenueLab editorial team. We don't sell the data feeds this tool is built on.
Sourced from primary data
Benchmarks come from public AdSense / Stripe / IRS disclosures and reader-submitted data — never third-party "$X per view" claims. Full methodology.
Last reviewed
July 2026. We re-check every figure on the platform on a rolling quarterly cycle.
Editorial standards
See our editorial policy and disclaimer. Results are estimates, not advice.