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    Sales Quota Calculator

    Set fair, achievable quotas for your sales team. Calculate per-rep quotas, OTE, and account for ramp time.

    Sales quota calculator

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    Understanding Sales Quotas

    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

    • •Attainment expectation (e.g., 80%) reflects realistic rep performance.
    • •OTE (On-Target Earnings) is typically 3x the quota (1x base, 2x commission).
    • •Ramp time applies to first-year reps only.

    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.