Inputs
Use realistic averages from your CRM. Percent inputs accept 0–100.
Example data
Sample monthly inputs for three reps. Use it as a quick benchmark.
| Rep | Quota | Avg deal | Win rate | Pipeline |
|---|---|---|---|---|
| A | 50,000 | 10,000 | 25% | 80,000 |
| B | 70,000 | 12,500 | 30% | 150,000 |
| C | 40,000 | 8,000 | 20% | 60,000 |
Formula used
- Adjusted quota = Quota × (Target attainment ÷ 100)
- Deals needed = Adjusted quota ÷ Average deal size
- Opportunities needed = Deals needed ÷ (Win rate ÷ 100)
- Leads needed = Opportunities needed ÷ (Lead→Opportunity ÷ 100)
- Required pipeline = Adjusted quota × Pipeline coverage
- Pipeline gap = max(0, Required pipeline − Existing pipeline)
- Touches needed = Opportunities needed × Touches per opportunity
- Touches/day = Touches needed ÷ Working days
How to use this calculator
- Choose your quota period and enter your quota amount.
- Enter average deal size and win rate from your recent CRM data.
- Set pipeline coverage to match your sales motion and risk level.
- Add existing pipeline value to see your pipeline gap instantly.
- Optionally add lead conversion and touch assumptions for activity targets.
- Press Calculate to view results above the form and download reports.
Quota inputs that matter
Quota setting starts with a target, period length, and realistic averages. Use recent closed-won revenue to confirm average deal size and seasonality. Track working days to avoid overestimating daily output. Include a target attainment factor when leadership expects stretch performance. When the same rep owns renewals and new business, separate those streams and use only net-new inputs for quota planning.
Converting quota into wins
The calculator converts revenue into deals, then deals into opportunities using win rate. If your win rate is 25%, you generally need four qualified opportunities for every win. Small changes matter: raising win rate from 25% to 30% reduces opportunity volume by about 17%. Keep win rate grounded in stage definitions and exclude recycled opportunities that inflate totals. Segment win rate by product line when bundles and add-ons behave differently.
Pipeline coverage and risk
Pipeline coverage estimates how much open value is needed to reliably hit quota. Many teams aim for 2x–4x coverage, depending on win rate, sales cycle volatility, and deal size concentration. If one enterprise deal can make the month, increase coverage or add contingency pipeline. Compare required pipeline to existing pipeline to see the gap that prospecting must fill. For low win rates, higher coverage buffers losses from no-decision outcomes and stalled deals.
Activity targets and capacity
Activity planning translates opportunity volume into touches, such as calls, emails, and meetings. Multiply opportunities needed by touches per opportunity to set a workload estimate. Divide by working days to get a daily target and compare it to a personal capacity limit. If touches per day exceeds capacity, improve lead conversion, tighten qualification, or increase average deal size. Pair activity goals with quality checks, like meeting-to-opportunity rate and follow-up speed.
Review cadence and improvement
Use the results as a weekly planning review, not a one-time forecast. Track leading indicators: new pipeline created, stage progression, and conversion rates by source. Recalculate after pricing changes, new messaging, or major territory shifts. When pipeline velocity is modeled, validate sales cycle days monthly and watch for delays. Continuous calibration keeps quota expectations fair and achievable. Share the model with managers to align coaching and account strategy.
FAQs
What is pipeline coverage and why does it matter?
Pipeline coverage is open pipeline value divided by your quota. Higher coverage reduces the risk of missing quota when deals slip, stall, or lose. Teams often use 2x–4x coverage, adjusted for win rate and deal size volatility.
How do I choose a realistic win rate?
Use a rolling 90–180 day view of closed-won opportunities divided by all closed outcomes. Keep stage definitions consistent and exclude duplicates or recycled deals. If you sell multiple products, calculate win rate by segment and use the mix you expect.
Why are my required opportunities so high?
A low win rate or small average deal size increases volume. Improve qualification, strengthen messaging, and tighten stage exit criteria to raise win rate. You can also increase deal size through packaging, upsells, or targeting higher-value accounts.
Should I enter weighted or unweighted pipeline value?
Use what your team manages against consistently. Unweighted pipeline is simple and works well with coverage ratios. Weighted pipeline can be helpful if probability values are accurate and updated frequently. Avoid mixing methods between existing pipeline and required pipeline.
How can I set activity targets without burning out?
Start with a realistic daily capacity and back into touches per opportunity. If the model exceeds capacity, improve conversion rates, shorten sales cycle steps, or focus on fewer, higher-quality accounts. Track quality metrics, not just raw activity counts.
How often should I recalculate my quota plan?
Update weekly for pacing, and re-baseline monthly or after major changes like pricing, territory shifts, or new campaigns. Regular recalculation keeps activity targets aligned with real conversion rates and prevents late-quarter panic.