Enter Your Inputs
Use the fields below to compare quota, current bookings, forecast quality, and recovery pace in one structured view.
Example Data Table
This sample shows how a team might compare actual results with a forward-looking shortfall model during an active quarter.
| Period | Quota | Closed Won | Open Pipeline | Avg Open Probability | Projected Revenue | Projected Shortfall |
|---|---|---|---|---|---|---|
| Q1 SMB | $180,000 | $132,000 | $120,000 | 35% | $169,000 | $11,000 |
| Q2 Mid-Market | $350,000 | $210,000 | $280,000 | 41% | $326,800 | $23,200 |
| Q3 Enterprise | $500,000 | $285,000 | $420,000 | 38% | $461,600 | $38,400 |
| Q4 Strategic | $760,000 | $498,000 | $510,000 | 44% | $718,400 | $41,600 |
Formula Used
1) Current Gap
Current Gap = max(Quota Target − Closed Won, 0)
2) Weighted Open Pipeline
Weighted Open Pipeline = Open Pipeline × (Average Open Probability ÷ 100)
3) Projected Revenue
Projected Revenue = Closed Won + Expected Expansion + Weighted Open Pipeline + Forecast Adjustment − At Risk Revenue
4) Projected Shortfall
Projected Shortfall = max(Quota Target − Projected Revenue, 0)
5) Projected Attainment
Projected Attainment % = (Projected Revenue ÷ Quota Target) × 100
6) Required Additional Pipeline
Required Additional Pipeline = Projected Shortfall ÷ (Average Win Rate ÷ 100)
7) Deals Needed
Deals Needed = ceiling(Projected Shortfall ÷ Average Deal Size)
8) Daily Bookings Needed
Daily Bookings Needed = Projected Shortfall ÷ Days Remaining
How to Use This Calculator
- Enter the selling period name and currency symbol.
- Fill in quota target and current closed won revenue.
- Add your open pipeline and the average probability of those open deals.
- Enter historical win rate and average deal size for recovery planning.
- Include expected expansion, renewal contribution, and any manual forecast adjustment.
- Add at-risk revenue to model likely slippage or loss.
- Enter the number of days left in the period.
- Press Calculate Shortfall to see the result block above the form.
- Review the KPI cards, detailed table, and Plotly graph.
- Use the CSV and PDF buttons to export the output for team reviews.
Frequently Asked Questions
1) What does quota shortfall mean?
Quota shortfall is the remaining gap between your target and your expected finish. This tool shows the current gap from closed revenue and the projected gap after weighted pipeline, adjustments, and risk are applied.
2) Why is weighted pipeline useful?
Weighted pipeline discounts open opportunities by their average probability. That creates a more realistic forecast than assuming every open deal will close at full value before the period ends.
3) What is required additional pipeline?
It estimates how much extra open pipeline you need to create, given your current win rate, to close the projected revenue gap. Lower win rates require a larger pipeline multiple.
4) Can I use units instead of currency?
Yes. You can enter any symbol or label style and treat the values as units, subscriptions, seats, or contracts. The formulas work the same as long as all inputs use one consistent scale.
5) How is daily bookings needed calculated?
The calculator divides projected shortfall by the number of days remaining. It gives a simple daily revenue pace needed to recover the gap before the selling period ends.
6) What happens if my win rate is zero?
When win rate is zero, the tool cannot estimate required additional pipeline using the standard formula. In practice, that signals the model needs a nonzero historical conversion assumption.
7) Should at-risk revenue always be entered as positive?
Yes. Enter at-risk revenue as a positive amount representing expected loss or slippage. The calculator subtracts it from projected revenue automatically, so a separate negative sign is not needed.
8) Can this calculator be used monthly, quarterly, or annually?
Yes. The model works for any sales period. Just keep quota, bookings, pipeline, and days remaining aligned to the same monthly, quarterly, or annual reporting window.