RevOps

Check whether the quota from the plan matches what reps can sell.

Use the calculator Or book a diagnosis call
Category
RevOps
Signup
None
Your data
Stays in your browser
$
Example values throughout; replace with your own.
%
Top-down: quota is inflated so the team still hits target at this attainment.
Active deals a rep can work at once.
months
%
$
%
Share of full productivity across the year, lower if many reps are new.
Top-down quota per rep
$375,000
Target ÷ (reps × attainment); plain split $300,000
Bottom-up capacity per rep
$255,000
Open opps × 12/cycle × win rate × deal × ramp
Team capacity
$2,550,000
10 reps × capacity per rep
Capacity vs target
85%
Team capacity ÷ target

Quota exceeds modelled capacity by $120,000 per rep. Close the gap with more reps, more pipeline per rep, a higher win rate or larger deals, or lower the target.

About this calculator

Quotas are usually set top-down: divide the board target across reps and add a buffer. That only works if reps can physically sell that much. This calculator puts the top-down quota next to a bottom-up capacity model so you can see the gap before the year starts, not at the Q3 review.

How to use it

  1. Enter the annual new-bookings target, the number of quota-carrying reps, and the average attainment you expect. All defaults are editable examples.
  2. Enter how many open opportunities a rep can work at once, the average sales cycle in months, win rate and average deal size.
  3. Enter average ramp productivity across the year: 100% if every rep is fully ramped, lower if you have new hires.
  4. Compare top-down quota per rep with bottom-up capacity per rep, and team capacity against the target.

Methodology

Top-down quota per rep = target ÷ (reps × expected attainment). If reps average 80% of quota, quotas must be set above a plain split for the team to still reach the target. The plain split, target ÷ reps, is shown for reference.

Bottom-up capacity per rep = open opportunities × (12 ÷ sales cycle in months) × win rate × average deal size × ramp productivity. Open opportunities × 12 ÷ cycle approximates how many deals a rep can take to a decision in a year.

Team capacity = capacity per rep × reps. Capacity vs target = team capacity ÷ target. The gap per rep is top-down quota minus bottom-up capacity.

The capacity model assumes a steady pipeline and a constant cycle and win rate. It does not model seasonality, territory differences or pipeline shortfalls.

Go deeper

FAQ

Why divide by expected attainment?

If you set quota equal to the target split and reps on average land below 100%, the team misses the plan. Dividing by expected attainment builds that shortfall into the quota.

What if top-down quota is far above bottom-up capacity?

Either the target needs more capacity (more reps, more pipeline per rep, better conversion, larger deals) or the target is unrealistic. Raising quota alone does not create capacity.

How should I estimate open opportunities per rep?

Look at how many active opportunities your reps carry in the CRM at a time, and how many they can work properly. Use your own data rather than a rule of thumb.

Numbers looking off?

If the model says one thing and the pipeline says another, that gap is usually where the revenue is. A 30-minute call finds it.

It starts with a 30-minute call. Pick a time below.

Choose a time

Prefer email?