Sales Capacity

Measured as

Capacity ~ reps * quota per rep * attainment * ramp factor (ramped + ramping productivity)

Misused when

• Treating all reps as fully ramped.
• Assuming attainment is stable across segments.
• Ignoring seasonality and sales cycle timing.

Operator takeaway

• Separate ramped and ramping reps to avoid over-forecasting.
• Pair capacity with pipeline coverage; capacity without pipeline is theoretical.
• Track capacity by segment because attainment and ACV vary.
• Keep Sales Capacity consistent by cohort, segment, and period before you use it as a decision signal in planning or reporting.
• Interpret the metric alongside retention, margin, or payback so one ratio does not hide the real operating trade-off.

Next decision

• Quantify the impact with Sales Capacity Calculator (with Ramp) if you need to turn the definition into an operating assumption.
• Read Sales capacity planning: quota, attainment, ramp, and what to watch if the decision depends on interpretation, policy, or trade-offs beyond the raw formula.