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Sales Capacity Calculator (with Ramp)

Estimate period bookings capacity from team size, quota per rep, expected attainment, and ramped vs ramping mix.

Sales capacity is the output your team can produce given headcount and productivity. Ramp matters: new reps rarely produce full quota immediately.

This calculator estimates bookings capacity using an expected attainment rate and a ramped vs ramping mix.

Prefer an explanation- Read the guide.
Related definitions:sales rampquotaquota attainmentpipeline
Sales capacity planning: quota, attainment, ramp, and what to watchSales ops metrics hub: quota, pipeline, win rate, and capacity planningSales quota setting: a practical framework (capacity, pipeline, and ramp)Quota attainment: formulas, pacing, and how to forecast safely
 
 
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%
 
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Productivity of ramping reps relative to ramped reps.
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Tip: you can type commas (e.g., 10,000).

Example

Using the default inputs, the result is:
$1,045,500.00
Sales reps
10
Quota per rep (period)
$150,000
Expected attainment (ramped reps)
85%
% of team fully ramped
70%
Ramping reps productivity
40%
Target bookings (optional)
$1,200,000

How to calculate

  1. Enter number of reps and quota per rep for the period.
  2. Enter expected attainment % for ramped reps.
  3. Enter what % of the team is ramped and a productivity factor for ramping reps.
  4. Optionally enter a target bookings number to estimate required reps.
  5. Review capacity scenarios for lower and higher attainment.

Formula

Capacity ~ reps x quota per rep x attainment x (ramped% + (1-ramped%)xramping productivity)
  • Ramping productivity is expressed relative to ramped rep productivity.
  • Attainment applies to ramped productivity; actual outcomes vary by segment and seasonality.

FAQ

Why use ramp-adjusted effective reps-
Because a team with many new hires has fewer 'fully productive' reps. Adjusting for ramp helps you avoid over-forecasting bookings.
How should I pick ramping productivity-
Use historical ramp curves (month 1, 2, 3 productivity). If you don't have data, start conservative (e.g., 20-50%) and refine with observed cohorts.

Common mistakes

  • Assuming all reps are fully ramped.
  • Using quota that doesn't match the same period definition.
  • Ignoring pipeline constraints (capacity without pipeline is theoretical).

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Quick checks

  • Keep time units consistent (monthly vs annual) across inputs and outputs.
  • Segment by cohort/channel/plan before trusting a blended average.
  • Use the related guide to avoid common definition and denominator mismatches.