How to use this hub
Use the Related calculators sidebar to jump into each tool. The sections below explain how the pieces fit together so you can plan targets, capacity, and funnel inputs without mixing definitions.
The core chain (inputs -> outputs)
- Funnel inputs (leads/MQL/SQL) create opportunities.
- Opportunities become pipeline value (time-bound to the period).
- Pipeline converts to bookings via win rate.
- Bookings drive quota attainment and forecasting confidence.
- Headcount and ramp limit how much pipeline your team can work (capacity).
Tools in this cluster
| Tool | Best for | Key input |
|---|---|---|
| Quota attainment | Progress and pacing | Booked to date + quota |
| Pipeline coverage | Sanity-checking target risk | Pipeline + quota + win rate |
| Required pipeline | Planning how much pipeline you need | Target + win rate + ACV |
| Sales capacity (ramp) | Headcount-based output planning | Reps + quota/rep + ramp mix |
| OTE & commission rate | Comp plan sanity checks | Base + variable + quota |
| Sales funnel targets | Lead/MQL/SQL volume planning | Target + stage conversion rates |
Common failure modes (and fixes)
- Inflated pipeline: tighten qualification and stage definitions; track stage conversion.
- Coverage looks fine but misses quota: slippage/timing; use close-date cohorts and buffer coverage.
- Great pipeline but low bookings: win rate issues; segment by ACV band and diagnose losses.
- Capacity bottleneck: ramp-adjust headcount and ensure enough qualified pipeline per rep.