How do we right-size rep capacity and assign quota without guessing?

Question

Pulse RevOps · The Machine · Accepted Answer

## Direct Answer Use **three inputs**: historical productivity (ramp curve), territory size (accounts/pipeline), and geography/segment complexity. Assign quota at **85–95%** of forecasted capacity to drive execution without burnout. Recalibrate quarterly. ## Operator Approach Capacity planning is math + behavior. Start with productivity curves: **Rep Ramp Data (typical SaaS):** - **Months 1–2:** **40–50%** productivity - **Months 3–4:** **70–80%** productivity - **Months 5+:** **95–110%** productivity (full ramped) Once ramped, measure quota-carrying capacity by historical close rate × average deal size × territory pipeline. **Example:** - **30 accounts** in territory, **$150K** avg contract value - **Historical close rate:** **25%** (6 deals/quarter) - **Ramped capacity:** **6 deals × $150K = $900K** quarterly - **Quota assignment:** **$850K** (**94%** capacity) leaves **6% buffer** for ramp variance **Red flags (over-quotaed reps):** - Attainment **< 60%** for **2+ quarters** - Activity ratios dropping (dials, meetings, proposals) - Turnover above **15%/year** - Forecast accuracy **< 65%** **Capacity table:** | Territory Type | Accounts | Avg ACV | Close Rate | Quarterly Quota | Buffer | |---|---|---|---|---|---| | Enterprise | 12–15 | $500K+ | 20% | $1.2–1.5M | 10% | | Mid-market | 25–35 | $150–250K | 25% | $750K–$1M | 8% | | SMB | 60–100 | $30–50K | 35% | $600–800K | 5% | ## Mermaid: Capacity Assignment Decision Tree ```mermaid graph TD A["Assess Historical Ramp Data"] --> B{"Rep is Ramped?"} B -->|No| C["Apply 70% Capacity Factor"] B -->|Yes| D["Calculate Quota = Close Rate × ACV × Territory Size"] C --> E["Assign with 15% Buffer"] D --> F{"Result > Historical Attainment?"} F -->|Yes| G["Risk: Over-quotaed. Reduce 5–10%"] F -->|No| H["Assign Quota at 85–95% Capacity"] G --> I["Monitor Attainment Weekly"] H --> I I --> J{"2+ Quarters < 60% Attainment?"} J -->|Yes| K["Revise Territory or Support"] J -->|No| L["Recalibrate Quarterly"] ``` **Sources:** Pavilion Compensation Study, Bridge Group Territory Benchmarks, SaaStr Quota Setting Guide TAGS: capacity-planning,quota-assignment,territory-design,ramp-curve,attainment-analysis,productivity-metrics,forecast-accuracy

Territory Type	Accounts	Avg ACV	Close Rate	Quarterly Quota	Buffer
Enterprise	12–15	$500K+	20%	$1.2–1.5M	10%
Mid-market	25–35	$150–250K	25%	$750K–$1M	8%
SMB	60–100	$30–50K	35%	$600–800K	5%

How do we right-size rep capacity and assign quota without guessing?

Direct Answer

Operator Approach

Mermaid: Capacity Assignment Decision Tree

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