Resource

Spreadsheet

Quota
Calculator

Use this spreadsheet to turn revenue targets, team structure, and conversion assumptions into monthly SDR and AE quotas.

Part of Calculated Growth SystemLesson 5: Creating a Quota

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Quota Calculator

A quota planning model for translating annual revenue goals into monthly qualified-meeting and revenue targets for each rep.

Setup Inputs

Enter revenue target, timeframe, team size, ACV, and core funnel conversion assumptions.

Pipeline Split

Model how much pipeline should come from SDRs versus AEs so quotas match your prospecting structure.

Monthly Quotas

See the monthly qualified appointments and revenue-closed targets required for each role.

Compensation Planning

Use the quota outputs to set compensation benchmarks that stay aligned with the revenue target.

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What This Helps You Do

Set quotas from the target instead of guessing

Quota Math

Convert revenue targets and conversion rates into monthly expectations for SDRs and AEs.

Role Clarity

Separate qualified appointment quotas from revenue-closed quotas so each role is measured correctly.

Comp Benchmarks

Use the monthly targets as the basis for compensation planning and performance expectations.

FAQ

Before you open the resource

What does the Quota Calculator spreadsheet help determine?

It helps determine the monthly qualified-meeting quota for SDRs and the monthly revenue-closed quota for AEs based on revenue targets, headcount, ACV, and conversion assumptions.

Why does the calculator include pipeline split between SDRs and AEs?

Because quota expectations should reflect who is actually responsible for generating pipeline. The SDR and AE split changes how much prospecting burden each role carries and therefore changes quota math.

Why are most quota numbers rounded up?

They are rounded up to create slightly higher operating targets so the team does not fall short because of conservative rounding. Revenue closed is the exception, since that value is shown as the true monthly requirement.