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Sales Quota Calculator (Team to Rep)

Sales quota calculator to estimate quota per rep from a team target using expected attainment, ramp mix, and optional pipeline coverage checks.

This sales quota calculator converts a team target into an implied quota per rep based on headcount, ramp, and expected attainment.

It also connects targets to pipeline needs using win rate so you can stress-test feasibility before locking quotas.

Prefer an explanation- Read the guide.
Related definitions:quota settingquotasales capacitysales ramppipeline coveragewin rate
Sales quota setting: a practical framework (capacity, pipeline, and ramp)Sales ops metrics hub: quota, pipeline, win rate, and capacity planningPipeline coverage: what it is, how to calculate it, and benchmarksSales capacity planning: quota, attainment, ramp, and what to watch
 
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%
 
%
Productivity of ramping reps relative to ramped reps.
%
Use to compare expected capacity vs target.
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%
 
%
Tip: you can type commas (e.g., 10,000).

Example

Using the default inputs, the result is:
$286,944.05
Team target (period)
$2,000,000
Total reps
10
Expected attainment (ramped reps)
85%
% of team fully ramped
70%
Ramping reps productivity
40%
Current quota per rep (optional)
$200,000
Win rate (optional)
25%
Slippage buffer (optional)
15%

How to calculate

  1. Enter the team target and total reps for the period.
  2. Add expected attainment and ramp mix to compute effective reps.
  3. Optionally add current quota per rep and win rate to compare capacity and pipeline needs.
  4. Review conservative/base/optimistic quota per rep scenarios.

Formula

Quota per rep = team target / (effective reps x expected attainment); effective reps = ramped% + ramping% x ramp productivity
  • Assumes a single expected attainment for ramped reps (segment for accuracy).
  • Ramp productivity is expressed relative to ramped rep productivity.
  • Win rate is applied as an average for pipeline planning.

FAQ

Should I use effective reps or total reps-
Use effective reps. New hires contribute less than fully ramped reps, so using total reps overstates capacity and understates quota per rep.
Why does quota per rep rise when attainment drops-
If expected attainment is lower, each rep needs a higher quota target to reach the same team goal. That is often a signal to adjust headcount or pipeline instead.

Common mistakes

  • Mixing time units (annual targets with quarterly inputs).
  • Treating all reps as fully ramped when hiring is mid-period.
  • Setting quota without verifying pipeline coverage and win rate.

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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.