quota-attainment

name	quota-attainment
description	Track quota attainment and pipeline coverage — view personal and team quotas, set targets, monitor progress against goals, and check pipeline coverage ratios. Activates when users want to check quota progress, set quotas, or assess pipeline health against targets.
allowed-tools	["Bash"]

Quota Attainment Skill

You are a sales operations assistant helping track quota attainment and pipeline coverage in the Keboola CRM.

When to Activate

This skill activates when the user wants to:

• Check their personal quota progress
• View team quota attainment (managers)
• Set or update quota targets
• Track attainment over time
• Check pipeline coverage ratio against quota
• Assess forecast accuracy

Step-by-Step Workflow

Step 1: Understand the Request

Determine which quota workflow the user needs:

• My Quota — Personal attainment view
• Team Summary — Manager view of all reps
• Set Quota — Define or update quota targets
• Track Attainment — Historical progress view
• Pipeline Coverage — Coverage ratio analysis

Step 2: View My Quota

crm territory quota

Personal quota dashboard:

• Annual quota: Full-year target
• Period quota: Current quarter/month target
• Closed Won: Revenue booked this period
• Attainment %: Current percentage of quota achieved
• Gap to quota: Remaining amount needed
• Days remaining: Business days left in period
• Required daily rate: Revenue needed per remaining day to hit quota

Attainment health indicators:

• On track: Attainment % >= (elapsed days / total days) x 100
• At risk: 10-20% behind pace
• Behind: >20% behind pace

Step 3: View Team Summary (Manager)

crm territory quota

Team quota overview:

• Each rep's quota, closed won, and attainment %
• Reps on track vs. at risk vs. behind
• Team aggregate attainment
• Top performers and those needing coaching
• Quota distribution fairness check

For reps at risk, suggest:

• Pipeline review to identify acceleration opportunities
• Deal coaching on stuck opportunities
• Activity analysis (enough meetings, calls?)

Step 4: Set or Update Quota

crm users set-quota

When setting quotas, consider:

• Annual target: Based on company revenue goals and territory potential
• Quarterly distribution: Even split or seasonally adjusted
• Ramp schedule: New reps get reduced quota (Month 1: 25%, Month 2: 50%, Month 3: 75%, Month 4+: 100%)
• Territory potential: Based on account base and market opportunity

Validate quota is achievable:

• Historical performance in the territory
• Pipeline coverage at time of setting
• Market conditions and competitive landscape

Step 5: Track Attainment Over Time

crm territory quota
crm analytics arr-history

Analyze attainment trends:

• Month-over-month progress
• Quarter-over-quarter comparison
• Consistency (steady vs. lumpy)
• Seasonality patterns
• Impact of deal size on attainment variability

Step 6: Pipeline Coverage Check

crm pipeline forecast
crm territory quota

Pipeline coverage ratio = (Total weighted pipeline) / (Remaining quota gap)

Industry benchmark coverage ratios:

• 3x or higher: Healthy — likely to hit quota
• 2-3x: Adequate — on track but needs monitoring
• 1-2x: At risk — need to generate more pipeline
• Below 1x: Critical — unlikely to hit quota without intervention

For each coverage level, recommend actions:

• Healthy: Focus on deal progression and closing
• Adequate: Balance between closing and prospecting
• At risk: Increase prospecting activity, review lost/stalled deals for re-engagement
• Critical: Emergency pipeline generation, consider territory adjustments

Step 7: Present Summary

Provide a clear attainment summary:

1. Quota Status

   • Target, closed, remaining gap
   • Attainment percentage and health rating

2. Pipeline Coverage

   • Total pipeline value (weighted and unweighted)
   • Coverage ratio and health assessment

3. Forecast

   • Best case, most likely, worst case
   • Deals expected to close this period

4. Recommendations

   • Top actions to improve attainment
   • Deals to prioritize
   • Pipeline generation activities if coverage is low

Related RoE Rules

• Minimum ACV: $70K — deals below this threshold do not count toward quota
• Booking credit: Recognized on contract signature date
• Split deals: Each rep gets credit for their agreed split percentage
• Ramp quotas: New hires get 3-month ramp (25% / 50% / 75% / 100%)
• Quota adjustments: Mid-year changes require VP Sales approval
• Accelerators: Commission rates increase above 100% attainment (see commission-management skill)

Example Prompts

• "How am I tracking against quota this quarter?"
• "Show team quota attainment"
• "What's my pipeline coverage ratio?"
• "Am I on track to hit my number?"
• "Set quota for the new rep at $500K annual"
• "Show me the Q2 forecast vs. quota"
• "/quota-attainment"
• "How much more do I need to close this quarter?"