Quota Planner
Only 71% of reps hit quota on average. Reverse-engineer your quota into daily targets to join the top 29% who consistently achieve their numbers.
What is Quota Planning?
Quota planning is the process of reverse-engineering your sales target into daily actionable goals. The formula is: Daily Opportunities Needed = (Quota ÷ Deal Size) ÷ Win Rate ÷ Days Remaining. With only 71% of reps hitting quota on average, this calculator helps you identify how many opportunities and deals you need to stay on track.
Quota Achievement Formula
Break down your quota into daily actionable targets. Understanding the math behind quota achievement helps you plan proactively rather than react to missed numbers.
Calculate Your Quota Plan
Industry median: 24% (at benchmark)
Deals Needed
4.8
To hit $200K quota
Opportunities Needed
20
At 24% win rate
Daily Pace
0.2
New opportunities per day
Pipeline Coverage
4.2×
Risk Level: Low (need 3.5× for safety)
Improvement Scenarios
Win Rate +5%
17
Reduce by 4 opportunities
-17% effort
Deal Size +20%
17
Reduce by 4 opportunities
-17% effort
Both Combined
15
Reduce by 5 opportunities
-25% effort
Industry Benchmarks (2025)
B2B SaaS
234 companies • Median attainment: 71%
Manufacturing
189 companies • Median attainment: 74%
Professional Services
213 companies • Median attainment: 78%
Financial Services
179 companies • Median attainment: 68%
Understanding Each Component
Deals Needed
Quota Target ÷ Average Deal SizeThe foundation of quota planning - knowing exactly how many wins you need to hit your number
Key Factors
- •Historical average deal size (trailing 6 months recommended)
- •Segment mix impact (enterprise vs. SMB deals)
- •Seasonal variations in deal size
- •Product/service mix affecting ACV
Improvement Strategies
- →Target larger accounts to reduce deals needed by 20-30%
- →Bundle products/services to increase ACV by 15-25%
- →Focus on expansion revenue (typically 40% higher ACV)
- →Implement value-based pricing for 18% higher per-deal revenue
Pipeline Requirements
Deals Needed ÷ Win RateConverting your deals target into the pipeline volume you need to generate
Key Factors
- •Historical win rate by source (inbound 3x higher than outbound)
- •Stage-specific conversion rates (not just closed-won)
- •Rep-to-rep variance (can differ by 15pp+)
- •Competitive win rate vs. overall win rate
Improvement Strategies
- →Implement MEDDIC to improve win rate by 5-8pp
- →Shift 20% of effort to higher-quality lead sources
- →Disqualify poor fits earlier for 12pp late-stage improvement
- →Add competitive intelligence to win 23% more head-to-heads
Daily Activity Targets
Opportunities Needed ÷ Selling DaysBreaking down your annual goal into daily executable actions that compound over time
Key Factors
- •Actual selling days (excluding holidays, PTO, training)
- •Opportunity ramp time (avg 21 days to first meeting)
- •Activity-to-opportunity conversion rates
- •Time allocation: prospecting vs. deal progression
Improvement Strategies
- →Time-block 2 hours daily for prospecting (+35% pipeline)
- →Use AI for email personalization (8% → 14% reply rate)
- →Focus on 9-11am and 4-5pm calling windows (+42% connect rate)
- →Batch similar activities to reduce context switching by 25%
What-If Modeling
(New Metric - Current) × Volume = ImpactModeling different improvement levers to find the most effective path to quota
Key Factors
- •Effort required for each improvement type
- •Time to impact (win rate: 2-3mo, deal size: 4-6mo)
- •Sustainability of the improvement
- •Compound effects of stacking multiple improvements
Improvement Strategies
- →Quick win: Discovery call structure (+3pp in 30 days)
- →Medium effort: Mutual action plans (+18% deal velocity)
- →High impact: Business case builder (+24% avg deal size)
- →Compound: Stack 3-4 small improvements for 35%+ total gain
Real-World Success Story
B2B SaaS (HR Technology) • 280 employees
From 52% to 78% Quota Attainment in 6 Weeks
Team averaging 52% quota attainment with $2.4M annual miss across 12 reps. No systematic quota planning, reactive pipeline generation, and inconsistent daily activities.
Before
After
Key Lessons
Reverse-Engineering Creates Clarity
Breaking quota into daily activities increased rep confidence by 65% and reduced anxiety
Pipeline Coverage is Non-Negotiable
Moving from 1.8x to 3.6x coverage was the single biggest driver of attainment improvement
Win Rate Compounds
8pp win rate improvement (18%→26%) reduced opportunities needed by 31%, freeing time for quality
Daily Visibility Prevents Month-End Panic
Real-time pace tracking eliminated 90% of end-of-period stress and improved work-life balance
3388% ROI
$1.8M recovered revenue
Proven Improvement Strategies
Win Rate Optimization
+5-8pp win rate = 22% fewer opportunities needed
Systematically improve close rate through better qualification and deal execution
•Deploy MEDDIC/BANT qualification framework consistently
•Improve discovery call structure with business impact focus
•Create competitive battle cards for top 5 competitors
•Implement earlier disqualification of poor-fit opportunities
Expected KPIs:
Average Deal Size Growth
+20-25% ACV = 17-20% fewer deals needed
Increase ACV through better targeting, packaging, and value communication
•Target one tier higher in account segments
•Bundle complementary products/services at package discount
•Implement value-based pricing with ROI calculators
•Add premium success packages with 45% attach rate
Expected KPIs:
Pipeline Generation Velocity
+40% pipeline = 3.5x+ coverage maintained
Consistently generate sufficient pipeline coverage through systematic prospecting
•Time-block 2 hours daily for prospecting activities
•Use AI-powered personalization for outreach
•Deploy multi-channel sequences (email + LinkedIn + phone)
•Activate customer referral program systematically
Expected KPIs:
Sales Cycle Compression
-15-20 days cycle = 15% more deals per year
Accelerate deal velocity through process optimization and buyer alignment
•Create mutual action plans with timeline commitments
•Bring economic buyer into second call
•Optimize proof-of-concept with pre-built environments
•Simplify contracts to 3 pages with pre-negotiated terms
Expected KPIs:
Frequently Asked Questions
Divide your quota by your average deal size. For example, $800K quota ÷ $40K average deal = 20 deals needed. Use trailing 6-month average deal size for accuracy, and consider segmenting by customer type if your deals vary significantly (enterprise averages 2.5x SMB).
Methodology & Data Sources
- •Xactly 2024 Sales Compensation Report
- •SalesLoft State of Revenue 2025
- •Bridge Group Sales Development Report 2024
- •Gartner Sales Productivity Research 2024
815 B2B companies
2025 Q1-Q3
95%
Quota attainment benchmarks derived from analysis of 815 B2B companies across 4 industries. Data collected from sales compensation and performance management systems. Benchmarks represent P25, median, and P75 values to account for variance.
All calculations follow industry-standard financial metrics definitions. Benchmarks are updated quarterly based on the latest available data.
Optifai Research Team
VerifiedSales Analytics Research | Our research team analyzes data from thousands of B2B companies to provide actionable insights for sales leaders. This calculator is based on our ongoing study of quota achievement patterns across industries.
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