---
title: "Quota"
description: "A Sales Quota is a revenue target for reps. Learn about quota types, OTE (On-Target Earnings), and strategies to hit your number consistently."
---

## The Number

In sales, you are your number. Quotas align company goals (Revenue Target) with individual performance. They are usually set based on historical data, market potential, and territory quality.

**Attainment:** The % of quota hit. >100% = Club/Accelerators. <80% = PIP (Performance Improvement Plan).

## Types of Quotas

**Revenue Quota:** "$100k ARR per Quarter". **Activity Quota:** "50 calls per day" (common for SDRs). **Profit Quota:** based on margin (common in hardware/services). **Volume Quota:** "10 units sold".

## SalesMind AI: The Quota Crusher

Reps miss quota because they run out of pipeline. SalesMind AI solves the "top of funnel" problem. By automating prospecting with the [AI Sales Agent](/en/platform/ai-sales-agent), reps have a consistent stream of meetings, ensuring they always have enough coverage (3x-4x) to hit their number.

## Frequently Asked Questions

### What is OTE?

On-Target Earnings = Base Salary + Commission (if you hit 100% of Quota). It represents the "expected" total comp.

### How are quotas set?

Usually "Top-Down" (CEO wants $10M, divides by 10 reps = $1M each) or "Bottom-Up" (Based on past performance + growth). Top-down is riskier but common in startups.

### What is a "Sandbagger"?

A rep who hides deals to lower their quota expectations or push them to the next period. Managers hate this; accurate forecasting is key.