Calculator Inputs
Formula Used
- Effective Quota = Base Quota × (Ramp% ÷ 100) × (1 + Buffer% ÷ 100)
- Weighted Pipeline = Σ(Stage Amount × Stage Probability ÷ 100)
- Forecast Total = Achieved + Committed + Weighted Pipeline
- Remaining after Committed = max(0, Effective Quota − (Achieved + Committed))
- Daily Needed = Remaining after Committed ÷ Working Days Left
- Coverage Ratio = Weighted Pipeline ÷ Remaining after Committed
Tip: keep probabilities consistent with your CRM stage definitions.
How to Use This Calculator
- Choose a currency symbol and quota period.
- Enter your base quota, achieved value, and committed amount.
- Add ramp and buffer percentages if your plan requires them.
- Provide working days left, or set start and end dates.
- Fill pipeline stage amounts and probabilities for weighting.
- Click Calculate to see results above the form.
- Use Download CSV or PDF to export the same report.
Professional Notes
Quota normalization for fair comparisons
Quota performance is most meaningful when targets reflect reality. This calculator converts base quota into an effective quota using a ramp factor and optional buffer. Ramp supports new hires or territory changes, while buffer models stretch goals. Because effective quota drives all percentages, attainment stays comparable across reps and periods. Consistent currency formatting reduces friction in weekly reviews.
Pacing from working days and dates
Pacing is a time problem and a revenue problem. When you provide working days left, the calculator converts the remaining gap after committed deals into a daily needed number. If you also supply a period start and end date, it can compute remaining days automatically using business days by default, with an option to include weekends for weekend selling teams. This helps reps avoid end-of-period surprises and supports consistent planning.
Pipeline weighting and stage hygiene
Not all pipeline is equal, so the calculator weights each stage amount by its probability and sums the results. This encourages stage discipline: probabilities should map to clear exit criteria in your CRM, not optimism. If a stage shows high dollars with low probability, coaching can focus on qualification and next steps. A healthy pipeline spreads across stages, with higher probability amounts increasing as the period matures.
Forecast attainment and variance management
The forecast total combines achieved, committed, and weighted pipeline to estimate where the period may land. Forecast attainment compares that total to the effective quota, and variance shows the surplus or shortfall in currency terms. The status indicator highlights risk levels so managers can act early: tighten commit definitions or accelerate expansions. Track variance week over week to confirm pipeline generation is keeping pace.
Operational actions from coverage ratio
Coverage ratio measures whether weighted pipeline is sufficient to close the remaining gap after committed deals. A higher ratio signals more room for slippage, while a low ratio suggests the team needs additional pipeline or stronger conversion. Combine coverage with daily needed to choose actions: targeted outbound sprints, late-stage deal support, and blocker removal. Consistent coverage reduces discounting and improves forecast credibility. Pair coverage with conversion analytics to tune stage probabilities quarterly, consistently.
FAQs
What is “effective quota” and why use it?
Effective quota adjusts your base quota with ramp and buffer percentages. It creates a realistic target for attainment and forecasting, especially for ramping reps or stretch plans.
Should I enter both dates and working days left?
You can, but it’s optional. If working days left is blank or zero and dates are provided, the calculator estimates remaining days automatically.
What does “weighted pipeline” represent?
Weighted pipeline estimates expected value by multiplying each stage amount by its probability. It reduces overconfidence and aligns forecasts to stage conversion behavior.
How do I interpret daily needed?
Daily needed is the remaining gap after committed deals divided by working days left. Use it as a pacing target to plan deals, activities, and follow-ups.
What is a good coverage ratio?
It depends on your win rates and deal volatility. Many teams aim for more than 1.0× weighted coverage on the remaining gap, and higher for longer sales cycles.
Why does the status show At Risk or Watch?
Status is derived from forecast attainment versus effective quota. Lower forecast percentages indicate higher risk, prompting actions like improving stage quality, accelerating closes, or generating new pipeline.
Example Data Table
| Rep | Period | Quota | Achieved | Committed | Weighted Pipeline | Forecast | Remaining After Commit | Status |
|---|---|---|---|---|---|---|---|---|
| Ayesha | Monthly | $50,000.00 | $18,000.00 | $7,000.00 | $14,550.00 | $39,550.00 | $25,000.00 | Watch |
| Bilal | Monthly | $40,000.00 | $24,000.00 | $5,000.00 | $9,200.00 | $38,200.00 | $11,000.00 | On Track |
| Hira | Monthly | $60,000.00 | $15,000.00 | $9,000.00 | $21,000.00 | $45,000.00 | $36,000.00 | At Risk |
| Omar | Monthly | $30,000.00 | $21,000.00 | $3,000.00 | $6,400.00 | $30,400.00 | $6,000.00 | On Track |
| Sara | Monthly | $55,000.00 | $28,000.00 | $6,000.00 | $16,000.00 | $50,000.00 | $21,000.00 | Watch |
These are sample rows to illustrate typical CRM pacing and forecasting.