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Sales & Pipeline

Sales Quota Calculator

Calculate realistic sales quotas based on your company metrics, team size, and growth targets. Set your reps up for success.

Company Metrics

Year-over-year growth target

Sales Team

Time for new reps to reach full productivity

Deal Metrics (Optional)

How to Set Realistic Sales Quotas

Setting the right sales quota is a balancing act. Too low and you leave money on the table. Too high and you burn out your team and increase turnover. The best quotas are ambitious but achievable.

What is a Sales Quota?

A sales quota is a revenue or activity target assigned to a salesperson or team for a specific time period. Quotas are typically set annually and broken down into monthly or quarterly targets.

Types of Sales Quotas

Revenue Quota

Total dollar amount closed. Most common quota type.

Activity Quota

Calls, emails, meetings. Used for SDRs/BDRs.

Profit Quota

Gross margin targets. Prevents discounting.

Volume Quota

Number of deals or units. Common in transactional sales.

Quota Setting Best Practices

  • Use historical data: Base quotas on past performance, not just top-down targets.
  • Account for ramp time: New reps shouldn't have full quotas in their first months.
  • Consider territory: Not all territories are equal. Adjust for market size and penetration.
  • Build in buffer: If 60-70% of reps hit quota, it's probably set right.
  • Review quarterly: Adjust quotas if market conditions change significantly.

Signs Your Quota is Wrong

Quota too high:

  • Less than 40% of reps hitting target
  • High turnover and low morale
  • Reps gaming the system or sandbagging

Quota too low:

  • More than 80% of reps hitting target easily
  • Company missing revenue goals despite quota attainment
  • Top performers leaving for more challenging roles

Quota vs. Target vs. Goal

  • Quota: The baseline expectation. Hitting quota means you're doing your job.
  • Target: Often used interchangeably with quota, but sometimes represents a stretch goal.
  • Goal: Personal or team objective, may include non-revenue metrics.

Help Your Reps Hit Quota

Our team books qualified meetings so your reps can focus on closing. More at-bats means more quota attainment.

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