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Sales quota calculator

A quota set exactly at the revenue target only works if every rep hits 100%. Most teams set quotas above the target to allow for the reps who miss.

Quota per rep, per year$468,750
Quota per rep, per quarter$117,188
Team quota in total$3,750,000

The formula

Quota per rep = revenue target ÷ (number of reps × expected attainment).

How to use it

  • Use last year's real attainment, not a hope.
  • Count only reps who will carry a full quota; ramping reps should get a reduced one.
  • Check the result against what a rep can reach with the pipeline they will have.

Frequently asked questions

Why set quota above the revenue target?

Because some reps will miss. If you expect 80% average attainment, the team quota needs to be 25% higher than the revenue target to land on it.

How do I set quotas for new reps?

Give them a ramp: a reduced quota for the first one to three quarters, based on how long it takes a new rep to build pipeline in your sales cycle.

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