1

Quota Attainment

Revenue performance vs. quota. Consistency across time periods.

Exceeds

Consistently achieves 110%+ of quota. Does not have blowout quarters followed by misses—attainment is repeatable.

Meets

Achieves 90–110% of quota. Attainment is generally predictable. The occasional miss has a clear reason.

Below

Attainment is below 90% consistently, or highly variable quarter to quarter.

Example review phrases

  • "117% of quota in Q3, 108% in Q4—not a fluke. Repeatable performance with diverse source mix."
  • "Quota attainment is strong but heavily weighted toward one customer segment—breadth is needed for next-level performance."
  • "Three consecutive quarters under 80% quota—the issue is not territory, it's consistent in the middle of the pipeline."
2

Pipeline Hygiene

Accuracy and quality of the pipeline. Deal progression discipline.

Exceeds

Forecast is highly predictable. CRM data is accurate and current. Pipeline stages reflect actual deal reality.

Meets

Pipeline is generally accurate. CRM is maintained adequately. Forecast is within acceptable variance.

Below

CRM data is stale or inaccurate. Pipeline stages don't reflect actual deal status. Forecasts are consistently wrong.

Example review phrases

  • "Forecast accuracy within 5% for 4 consecutive quarters—the most predictable AE on the team."
  • "CRM is a model of hygiene—every deal has next steps, decision criteria, and an accurate close date."
  • "Three deals marked 'Commit' for 45 days without advancing—pipeline stage discipline needs improvement."
3

Deal Quality

Multi-threaded relationships, champion strength, and deals won at healthy ASP.

Exceeds

Consistently multi-threaded before the final stage. Champions are strong and vocal. ASP is at or above target.

Meets

Most deals have an identified champion. ASP is generally on target.

Below

Single-threaded deals that collapse when the champion goes dark. ASP is below target.

Example review phrases

  • "The $340K deal they closed had 7 stakeholder relationships—it weathered 2 internal reorganizations and still closed."
  • "Deals are frequently discounted to close—win rate is good but ASP is 18% below team average."
4

Sales Process Discipline

Adherence to and effectiveness within the defined sales process.

Exceeds

Follows the sales process with discipline and adapts it intelligently for complex deals. Coaches peers on process effectiveness.

Meets

Follows the sales process. Engages the right resources at the right stages.

Below

Skips qualification steps. Engages technical resources before proper qualification.

Example review phrases

  • "Always runs MEDDPICC rigorously—no surprises in late stage. Has not had a deal fall out of Commit in 8 months."
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Where do these examples come from in real reviews?

Most managers write performance reviews from memory—limited to what they personally observed. Confirm surfaces behavioral evidence from across the organization: who relied on this person, what they drove, how their impact extended beyond their direct manager's line of sight. Reviews written with Confirm's data are more accurate, more defensible, and faster to write.

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