Quota Attainment Pacing Tracker
Turns your daily and weekly booked revenue into a live 'will I hit quota' forecast you can update in under two minutes.
What's inside
- Weekly input table: fields for booked revenue, working days, and running totals
- The pacing formula: required daily run-rate vs actual daily run-rate
- Projected attainment formula extrapolating current pace to period-end
- A 4-zone status logic (On Pace / Slightly Behind / At Risk / Off Pace) with the exact thresholds for each
- Full worked example across a 4-week month showing the tracker updating week over week
- A "what would it take" reverse calculation for the remaining period
- 2-minute weekly update routine — exactly which 2 numbers to type in
Update this every week (or daily, if your cycle is short) by typing in exactly two numbers: revenue booked this period, and working days elapsed. Everything else calculates.
Setup — fill in once per quota period
| Field | Your number |
|---|---|
| Quota (this period) | $______ |
| Total working days in period | ______ |
| Period start date | ______ |
| Period end date | ______ |
Weekly input & formulas
| Column | Field | Formula |
|---|---|---|
| A | Week ending | (date) |
| B | Cumulative revenue booked | (you type this in) |
| C | Working days elapsed | (you type this in) |
| D | Required daily run-rate | = Quota / Total Working Days |
| E | Actual daily run-rate to date | = B / C |
| F | Pace ratio | = E / D |
| G | Projected period-end total | = E × Total Working Days |
| H | Projected attainment % | = G / Quota |
| I | Status zone | See logic below |
Status zone logic
| Pace ratio (F) | Status | What it means |
|---|---|---|
| ≥ 1.00 | On Pace | Current run-rate, if sustained, meets or beats quota |
| 0.90–0.99 | Slightly Behind | Small correction needed; a strong week closes the gap |
| 0.75–0.89 | At Risk | Needs a deliberate pipeline/activity intervention this week |
| < 0.75 | Off Pace | Projected to materially miss; escalate for manager support or quota-relief conversation |
Worked example — 4-week month, $100,000 quota, 20 working days
| Week ending | Cumulative booked (B) | Days elapsed (C) | Required rate (D) | Actual rate (E) | Pace (F) | Projected total (G) | Projected % (H) | Status |
|---|---|---|---|---|---|---|---|---|
| Wk 1 | $18,000 | 5 | $5,000/day | $3,600/day | 0.72 | $72,000 | 72% | Off Pace |
| Wk 2 | $42,000 | 10 | $5,000/day | $4,200/day | 0.84 | $84,000 | 84% | At Risk |
| Wk 3 | $71,000 | 15 | $5,000/day | $4,733/day | 0.95 | $94,660 | 95% | Slightly Behind |
| Wk 4 | $102,000 | 20 | $5,000/day | $5,100/day | 1.02 | $102,000 | 102% | On Pace |
Note how a strong Weeks 3–4 recovered a Week-1 hole — that's exactly what this tracker is for: catching the "Off Pace" zone in week 1, not week 4.
"What would it take" reverse calculation
If you're behind, calculate the daily rate needed for the remaining days to still hit 100%:
`` Required Remaining Daily Rate = (Quota − Cumulative Booked) / (Total Working Days − Days Elapsed) ``
Week-2 example above: ($100,000 − $42,000) / (20 − 10) = $5,800/day needed for the rest of the month — a concrete, actionable number to take into pipeline review, versus a vague "I need to work harder."
The 2-minute weekly routine
- Open the tracker
- Type in this week's cumulative revenue booked (column B)
- Type in working days elapsed (column C)
- Read your Status zone (column I) and, if At Risk or Off Pace, run the reverse calculation above before your next pipeline review
How to use it
Build the columns above in a spreadsheet, fill in your quota and working days once at the start of the period, then update only columns B and C each week — every other column recalculates automatically and tells you your status zone.