Sales Capacity Model
Capacity = ramped reps × quota × attainment. Most missed plans were never achievable — the capacity math said so in January. Run it in thirty seconds. Nothing leaves your browser.
The assumptions, stated
Ramping reps contribute a linear fraction of quota for the year: if ramp is 6 months, a rep hired at the start of the year delivers ~75% of a ramped year (half productivity for half the year, full for the rest) — this model approximates ramping reps at (12 − ramp/2) ÷ 12 of full capacity. Attrition removes half a departing rep's annual capacity on average (they leave mid-year, backfill re-ramps). If the coverage ratio comes in under 1.0×, the plan needs more heads, better attainment, or a smaller number — pick one before Q3 picks for you.