Set fair, achievable quotas for your sales team. Calculate per-rep quotas, OTE, and account for ramp time.
$100,000
Fully loaded
$8,333
Per rep per month
$75,000
With ramp adjustment
$300,000
3x quota
HelloGrowthCRM's forecast engine and deal tracking help sales leaders set realistic quotas, track progress, and forecast revenue with confidence.
What it does
Calculates fair individual rep quotas based on your total revenue target, number of reps, and expected attainment levels. Factors in ramp time for new hires.
Why it matters
Fair, achievable quotas drive motivation and retention. Unattainable quotas demoralize reps; too-low quotas waste capacity. Ramp time accounts for new rep productivity curves.
Definition
Annual Per-Rep Quota = Total Annual Target / Number of Reps. Monthly Quota = Annual / 12. Ramped Quota = Annual × (months active / 12). OTE = Quota × 3.
Assumptions
How to interpret your results
If your best reps hit 120% of quota regularly, your quotas may be too low. If your average rep hits 70%, quotas are too high. Aim for 80-100% as attainable for your average performer.
How to improve
Set differentiated quotas
Consider territory, market, or rep experience. New reps should have ramped quotas; top performers may have higher quotas.
Review quarterly
Adjust quotas based on actual attainment and pipeline health. Quotas should evolve with company growth.
Tie to comp plans
Ensure commissions reward quota attainment fairly. 50% quota hit = no commission; 100% = on-target; 150% = top accelerator.