Forecast quota, pipeline, and pacing with clear targets. Adjust ramp, win rate, and deal size. Export results as CSV or PDF for quick updates.
A simple example you can match inside your CRM.
| Segment | Avg Deal | Win Rate | Coverage |
|---|---|---|---|
| SMB | $8,000 | 28% | 3.5× |
| Mid-Market | $25,000 | 24% | 3.0× |
| Enterprise | $90,000 | 18% | 4.0× |
An annual quota becomes practical only when it is broken into time-based targets. This calculator converts the effective quota into quarterly and monthly objectives, and it can redistribute that workload across active months when ramp time reduces selling capacity. For example, a $1,200,000 effective quota with a three-month ramp spreads across nine active months, creating a higher monthly target than a twelve-month split.
Pipeline coverage is treated as a control knob for uncertainty. If your motion is predictable, a lower multiple can work; if deal timing is volatile, a higher multiple protects attainment. The model multiplies quota divided by win rate by the coverage factor to estimate a required pipeline level. A 3× coverage setting with a 25% win rate implies roughly 12× quota in open pipeline value.
Two inputs dominate the math: win rate and average deal size. A small win-rate improvement reduces required pipeline sharply, while changes in average deal size shift the number of opportunities needed. Use realistic historical values from your CRM stages, not aspirational targets, to avoid under-building pipeline. If your average deal is $20,000, then $400,000 remaining quota implies about 20 opportunities worth of wins, before accounting for win rate and coverage.
Closed-to-date and months elapsed drive pacing. The calculator computes remaining quota and the monthly run-rate needed to finish the year. When days remaining are provided, it flags sales-cycle risk if the average cycle is longer than the time left, indicating sourcing must happen earlier or velocity must increase. Teams can use this section to set weekly sourcing goals by converting opportunities per month into meetings, demos, and qualified pipeline created.
Quota planning is most useful when it can be communicated clearly. The built-in CSV export captures every input and output for spreadsheet analysis, while the PDF export produces a compact snapshot for leadership updates. Use the pipeline gap metrics to align marketing, SDR, and account executive capacity against the required opportunity flow. Review the gap monthly, update win rate, and re-baseline coverage if your definitions change.
It is the ratio of open qualified pipeline value to the quota you want to close. Higher coverage offsets uncertainty in timing, slippage, and losses.
Use your historical close-won rate for opportunities that match the stages you include in “open pipeline now.” Keep the definition consistent so the model remains comparable month to month.
Ramp reduces the number of active selling months. The calculator divides the effective quota across active months, so each active month carries more of the annual target.
It estimates additional pipeline required to cover the remaining quota, using your win rate and coverage. If the value is zero, your current pipeline is sufficient under the assumptions.
The risk flag suggests deals sourced today may not close in time. Improve velocity, focus on faster segments, increase coverage, or re-forecast the remaining quota plan accordingly.
No. They are optional adjustments to create a net target. Leave both at zero if you want the effective quota to match your base annual quota.
Important Note: All the Calculators listed in this site are for educational purpose only and we do not guarentee the accuracy of results. Please do consult with other sources as well.