A quota is a sales target — a dollar goal each rep is expected to hit, usually every month or quarter. How sales managers get a live view of how close each rep is to their quota, so nobody gets a surprise on the last day of the quarter.
⏱ ~8 min to complete80 pts available🏅 Badge: Forecast Analyst
"I don't want to find out on the 30th that we're going to miss quota. I want to see, every Monday, exactly which reps are behind — and by how much — while there's still time to help them."
Without a shared forecast (a shared prediction of what's about to sell), every rep keeps their own private guess. Managers end up chasing spreadsheets and status emails, instead of coaching the deals that actually need help.
What this means for you
One shared, always-up-to-date number for every rep, instead of a private guess. You'll see Commit (deals a rep is confident will close), Best Case (deals that might close if things go well), and Attainment (how close a rep is to their quota) — all side by side.
A pipeline is every open deal you're working on, all added up. Think of it like a funnel — lots of possible deals go in at the top, and fewer make it all the way through to a closed sale at the bottom. The Forecast page (go to Sales → Forecast) has four tabs. Each one answers a different question about your pipeline.
Rep ForecastFor each rep, see their Quota (target), Closed Won (deals already sold), Commit, Best Case, Pipeline, Gap, and Attainment % (percent of quota reached so far). Pick a Monthly or Quarterly view.
Pipeline by StageSee your total open pipeline, closed-won revenue, and win rate (the percent of deals you close out of all the ones you tried). There's a bar for every deal stage, so you can see where deals are piling up.
Top DealsThe 10 biggest open opportunities (deals still in progress), with stage, amount, close date, and owner. This tells leadership which deals matter most right now.
Quota ManagementThis is where a manager sets a dollar quota — a sales target — for each rep, for a chosen month or quarter. The Rep Forecast tab measures everyone against this number.
Gap does the math for you
Gap is simply Quota minus (Closed Won plus Commit). If the gap is negative — shown in green — the rep is already on track to beat quota.