Sales quota calculator
Turn a revenue target into a fair quota per rep, including new hires who are still ramping, check whether the pipeline can actually support it, and track attainment during the quarter. Free, no sign-up, nothing leaves your browser.
Made by Anatolii Ulitovskyi 
Fact-checked by RH Fardin Updated More qualified opportunities per rep
Answer every website visitor in seconds, at any hour, and hand qualified leads to your reps while they are still interested.
CRMsoftware.pro puts an AI agent on your website that answers questions in chat and voice around the clock, qualifies leads and saves each conversation for your team, so reps spend their time on deals instead of first replies.
- Answers at night and on weekends
- Qualifies leads before they reach sales
- Every conversation saved for your team
Free plan, no credit card. Paid plans from $19/month, billed yearly.
The method
How to set a sales quota
Start from the target, add a cushion, divide by the selling capacity you really have.
Not every rep reaches quota, so most sales leaders give out a little more quota than the company target; that extra share is the over-assignment. Divide the total by the number of full-year, fully productive reps you will really have. Reps who join during the year, are still learning or leave before December count only for part of a rep, which is why a quota built on headcount alone ends up too high for everyone.
The Set quotas tab counts reps who leave as leaving halfway through the year on average, and counts new reps from their start month with productivity that grows during ramp-up.
6.8 reps
5.7 + 2 × 0.54 = 6.78
6 ramped reps, 10% leaving, and 2 new reps from April with a 5-month ramp.
$1,017,199
$6,000,000 × 1.15 ÷ 6.78
Per fully ramped rep per year, about $254,300 a quarter.
$550,983
$1,017,199 × 0.54
First-year quota for a rep starting in April.
Ramp-up
Quotas for new reps
A new rep is not a full rep until the ramp is over.
The calculator assumes a new rep's productivity grows evenly during ramp-up: in a 5-month ramp, the first month counts as 1/6 of a full month, the second as 2/6, up to 5/6, and every month after that counts in full. With an April start, the rep sells for 9 months of the year, worth about 6.5 full months, or 54% of a full-year quota.
| Start month | 5-month ramp | Share of a full-year quota |
|---|---|---|
| January | 2.5 + 7 full months | 79% |
| April | 2.5 + 4 full months | 54% |
| July | 2.5 + 1 full month | 29% |
| October | 3 ramp months only | 8% |
Ramp-up takes longer than many plans assume. The Bridge Group's 2026 survey of 158 B2B companies put average account executive ramp time at 6.2 months.
Reality check
Can the pipeline support the quota?
A quota the pipeline cannot fill only measures bad luck.
Compare that number with the quota. If a rep can realistically close less than the quota, either more qualified opportunities have to come in, the win rate or deal size has to grow, or the quota is too high. The Check capacity tab also shows how many opportunities per month and how much pipeline a rep needs, since pipeline needed = quota ÷ win rate.
For reference, the Bridge Group's 2026 research reported a median account executive quota of $960,000 on $200,000 of on-target earnings, a 4.6× quota-to-earnings ratio, and found that 48% of reps reached their annual quota. If fewer than half your reps hit quota year after year, the quota setting is part of the problem.
Tracking
Quota attainment and pace
Where you are, where you should be by now, where you will end.
56%
$140,000 ÷ $250,000
Closed so far against the quota for the quarter.
88% of plan
56% ÷ (40 ÷ 63)
At this daily pace the quarter ends at about $220,500.
$500,000 of pipeline
$110,000 ÷ 22%
Pipeline needed to close the remaining gap, against $300,000 open today.
Spreadsheets
Sales quota formulas for Excel and Google Sheets
Target in B2, over-assignment in C2, productive reps for the year in D2.
Quota per fully ramped rep
What one rep can close in a year
Average deal size in E2, win rate in F2, qualified opportunities per month in G2.
Quota attainment
Closed revenue in H2, quota for the period in I2.
FAQ
Sales quota questions
How do you calculate a sales quota?
Take the team revenue target, add an over-assignment cushion, and divide by the number of fully productive reps for the year. $6,000,000 with 15% over-assignment and 6.78 productive reps gives about $1,017,000 per fully ramped rep.
What is over-assignment?
Giving out more total quota than the company target, often 10% to 20% more, so the target is still met when some reps fall short. Too much over-assignment means most reps miss quota by design.
How should new reps be counted?
As part of a rep: from their start month, with lower productivity during ramp-up. A rep who starts in April on a 5-month ramp counts as about 0.54 of a full-year rep.
What is a good quota-to-OTE ratio?
Many companies set quota at about 4 to 6 times a rep's on-target earnings. The Bridge Group's 2026 research found a median of 4.6× for account executives. Higher ratios make each rep cheaper but quotas harder to reach.
What is a good quota attainment rate?
Track both average attainment and the share of reps at or above 100%. The Bridge Group's 2026 research found that 48% of account executives reached their annual quota, so if far fewer of your reps hit it, check the quota before blaming the team.
Should quota be set top-down or bottom-up?
Use both. Top-down splits the company target; bottom-up checks what each rep can close with real deal sizes, win rates and opportunities. If the two are far apart, fix the plan before the year starts.
Does the calculator store my data?
No. Everything runs in your browser. The share link keeps your numbers in the address after the # sign, which is not sent to our server.
References
Sources
- Quota, on-target earnings, attainment and ramp time: The Bridge Group, "State of Sales: 2026 AE Models, Motions, & Metrics Research", June 23, 2026 (158 B2B companies)
More free sales tools
Give your reps more qualified leads.
Start on the Free plan: an AI agent answers website visitors day and night, qualifies leads and saves every conversation for your team. No credit card.