Sales Capacity Planner
Revenue is a function of Capacity. Calculate the exact number of fully-ramped reps you need to hit your goal, adjusted for real-world Attainment.
Planning Inputs
Standard is 4x-5x their OTE.
Be realistic. 80% is the industry average.
Hiring Requirements
4 Reps
Needed to hit $1.5M at 80% attainment.
Risk-Adjusted Capacity
$1920k
Buffer vs Goal
+$420k
Base + Comms (OTE)
Revenue / Rep Cost
Recaport Strategy
To hit $1500k, you technically need 3.1 fully ramped reps. Since you can't hire partial people, we rounded up to 4.Realistic Model. By planning for 80% attainment, you have built a safety buffer of $420k. If everyone hits 100%, you beat the plan. If they hit 80%, you still make the number.
Why "Paper Math" Fails
Most founders calculate headcount like this: $1M Goal / $500k Quota = 2 Reps.
This is wrong. It assumes 100% attainment and zero ramp time. In reality, you likely need 3 or 4 reps to hit that safe number.
Key Definitions
- OTE (On-Target Earnings): Base Salary + Commission. Usually split 50/50.
- Attainment Buffer: Industry average attainment is ~80%. If you model for 100%, you will miss target.
- Fully Ramped Equivalent (FRE): A rep who is new is only "0.5 reps" of capacity.