Quota Calculator
Free sales quota calculator — turn a team revenue target into per-rep quotas, with over-assignment and ramping reps factored in.
About this tool
Setting quota by dividing the target by headcount is how teams end up missing by 20%. This calculator adds the two adjustments that matter: quota over-assignment to absorb misses, and reduced productivity for ramping reps.
Frequently Asked Questions
- How do you calculate a sales quota?
- Take the team revenue target, add 10–20% over-assignment, then divide by effective headcount — fully-ramped reps plus ramping reps weighted by their productivity. Dividing the raw target by raw headcount systematically under-assigns.
- Why over-assign quota?
- Not every rep hits their number and some leave mid-year. Assigning 10–20% more quota than the target means the team can still reach it when a few reps miss.
- What quota-to-OTE ratio should I aim for?
- Between 4× and 6× on-target earnings. Below 4× the plan struggles to pay for itself; above 6× attainment usually falls to a level that drives churn among good reps.
- How should ramping reps be handled?
- Give them a reduced quota during ramp and weight their contribution when you calculate team capacity. Treating a month-two hire as a full head is the most common cause of a missed annual plan.