A free sales capacity calculator that turns rep count, quota and realistic attainment into the bookings your team can produce. Enter the three numbers and see capacity plus the effective amount each rep really carries.
This calculator runs entirely in your browser. Nothing you enter is sent anywhere or stored. It is a quick estimate, not financial advice.
Sales capacity is the number most plans get wrong by assuming everybody hits quota. Almost nobody hits quota on average. Real teams land 60 to 80 percent once ramp, churn and underperformers are counted. Build your revenue plan on full attainment and you are short before the year starts. Build it on realistic attainment and the plan survives contact with reality.
Capacity also tells you whether you have a hiring problem or a performance problem. If capacity comfortably covers the target but bookings miss, the issue is execution, not headcount. If capacity falls short even at fair attainment, no amount of coaching fixes it and you need more reps or lower quotas. The number points you at the right fix.
Count only reps who carry a quota and are past ramp. New hires still ramping should be discounted or left out, because they will not produce a full number yet.
Use the on-target annual quota per rep. If quotas vary by segment, run the calculator per segment rather than blending wildly different numbers into one average.
Pick the attainment your team actually averages, not the board-deck 100 percent. Most settled teams land 60 to 80 percent. That is the honest planning input.
A sales capacity calculator works out the bookings your sales team can realistically produce by multiplying rep count, quota per rep and expected attainment. It turns headcount into a revenue number you can plan against. The point is to model the realistic case rather than the fantasy where every rep hits quota, because that fantasy is where broken plans come from.
Multiply the number of quota-carrying reps by the annual quota per rep, then multiply by your expected attainment as a decimal. Eight reps at $800,000 quota and 75 percent attainment gives 8 times 800,000 times 0.75, which is $4.8M of realistic capacity. The honesty lives in the attainment input, so resist the urge to round it up to flatter the plan.
Plan for what your team actually averages, which for most settled SaaS teams is 60 to 80 percent. Planning on 90 percent or higher is optimistic once you account for ramp, attrition and the long tail of underperformers every team carries. If you are early and most reps are still ramping, plan lower and raise the assumption as the team matures.
Capacity tells you whether the team can carry the target before the year starts. If realistic capacity sits comfortably above target you have a buffer for slippage. If it sits below, you are planning to miss and the fix is either more reps, lower quotas or better attainment. Comparing capacity to target early is how you avoid finding the gap in Q4.
Work backwards from the target. Divide it by quota per rep and then by expected attainment to get the rep count you need. A $6M target with $800,000 quotas and 75 percent attainment needs roughly ten reps, not the seven and a half that full attainment would suggest. Always size headcount on realistic attainment or you will be chronically short.
If the team cannot carry the number even at fair attainment, more pipeline per rep is often the cheaper fix than more reps. Book a 30-minute audit and we will tell you which lever moves first. No sales sequence.
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