Category
Series B Key Challenges
Series B Team’s org
Market Practices
min. 70%
Critical
Full Speed Quota per Month.
Simply put, if a sales team has reached its goal, it has attained quota. If your sales team has a 50% quota attainment rate, then half of your sales reps have achieved their set quotas.
“Quota Capacity” (QC) refers to the total team quota. For example, if you have 10 AEs with quotas of $500k each, the team’s quota capacity will be $5 million. If you are forecasting $5 million in new ARR for next year, but have only 2 AEs ramped ($1M of quota capacity), you are very unlikely to hit your goal. Hence the value of the QC concept. The average team attains about 70% of their QC, so some over-capacity is needed to hit your goal. In planning, make sure you also allow enough time for new AEs to ramp. - From Simple Math to Set Up a Sales Team by David Sacks