# Quota Attainment & Ramp Calculator

> A step-by-step calculator that converts your ramp assumptions into a month-by-month quota schedule, so you know in numbers: not gut feel: when a new rep should hit full productivity, and how far off-pace looks before it becomes a real problem.

Free calculator/tool for sales leaders. Topic: [Pipeline, Deal Management & Forecasting](https://www.peerlab.ai/library/topic/pipeline-deal-management-forecasting/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/quota-attainment-ramp-calculator/

## How to use it

Fill in the 4 inputs for a specific new hire, pick the ramp curve that matches your sales cycle, and update the table with actuals at the close of each month: use the Ramp Adherence Index, not raw attainment %, to decide when to intervene.

## What's inside

- The 4 inputs you need before you start (full quota, ramp length, sales cycle length, ramp curve shape)
- 3 ramp curve models to pick from: Linear, Step (33/67/100), Back-loaded, with when to use each
- The Monthly Target Attainment formula and table
- The Time-to-Full-Productivity (TTFP) formula
- The Ramp Adherence Index: the real early-warning number, not just raw attainment
- A fully worked example with real numbers
- Red-flag thresholds by ramp month
- A blank table to run your own rep through today

Use this to answer one question precisely: **by which month should this rep be at full quota, and are they on pace to get there?**

## Step 1: Gather your 4 inputs

| Input | Example |
|---|---|
| Full (post-ramp) monthly quota | $50,000 MRR / $30,000 GP / 5 deals: use whatever unit you sell against |
| Ramp length (months to full quota) | 4 months |
| Average sales cycle length | 45 days |
| Ramp curve shape | Step (33/67/100) |

**Rule of thumb for ramp length:** Ramp length should be roughly (time to productivity in role) + (1 average sales cycle), rounded up to the nearest month. If your sales cycle is 60 days and it takes reps 30 days to learn the product/process, your ramp should be at least 3 months, not the generic "90 days" every company defaults to without checking it against their own cycle.

## Step 2, Pick a ramp curve model

| Model | Shape | Best for |
|---|---|---|
| **Linear** | Quota rises in equal increments each month (e.g., 25/50/75/100% over 4 months) | Short, simple sales cycles (SMB, transactional) |
| **Step (33/67/100)** | 0% month 1, 33% target month 2, 67% month 3, 100% month 4+ | Most B2B mid-market teams: matches "learn, first deals, first full cycle, steady state" |
| **Back-loaded** | Low target for 2/3 of ramp, then a steep jump (e.g., 0/20/40/100) | Long, complex enterprise cycles where nothing closes until month 4-6 by design |

## Step 3: Build the Monthly Target Attainment Table

Formula:
```
Monthly Target (Month N) = Full Quota × Ramp % for Month N
Cumulative Target (Month N) = sum of Monthly Targets, Month 1 → N
Attainment % (Month N) = Actual Result (Month N) ÷ Monthly Target (Month N)
```

**Worked example**: Full quota = $50,000/mo, Step model, 4-month ramp:

| Month | Ramp % | Monthly Target | Cumulative Target | Actual Result | Attainment % |
|---|---|---|---|---|---|
| 1 | 0% | $0 | $0 | $0 | n/a (training month) |
| 2 | 33% | $16,500 | $16,500 | $12,000 | 73% |
| 3 | 67% | $33,500 | $50,000 | $29,000 | 87% |
| 4 | 100% | $50,000 | $100,000 | $47,000 | 94% |
| 5+ | 100% | $50,000 |: |: | Steady state |

## Step 4: Calculate Time-to-Full-Productivity (TTFP)

```
TTFP = the first month where the rep's trailing-3-month rolling attainment ≥ 90% of full (100%) quota
```
In the worked example above, the rep is trending toward TTFP = Month 5, one month behind the planned Month-4 target: worth a conversation, not yet a crisis.

## Step 5, Calculate the Ramp Adherence Index (the number that actually predicts trouble)

Raw attainment % is noisy month to month. This index smooths it against the ramp plan itself:
```
Ramp Adherence Index = Actual Cumulative Result ÷ Cumulative Target (same month)
```
Using the example: Month 4 cumulative target = $100,000; actual cumulative = $88,000 → **Ramp Adherence Index = 0.88**.

### Red-flag thresholds (apply at the end of each ramp month)

| Ramp Adherence Index | Read |
|---|---|
| ≥ 0.90 | On pace, no action needed |
| 0.75, 0.89 | Coach now: diagnose whether it's activity volume, skill gap, or territory quality |
| 0.60, 0.74 | Formal ramp-recovery plan with the manager, reviewed weekly |
| < 0.60 at month 3 of a 4-month ramp | Escalate: likely miss on full ramp; decide extend, reassign territory, or performance-manage |

## Blank table: run your own rep

| Month | Ramp % | Monthly Target | Cumulative Target | Actual Result | Attainment % | Ramp Adherence Index |
|---|---|---|---|---|---|---|
| 1 | | | | | | |
| 2 | | | | | | |
| 3 | | | | | | |
| 4 | | | | | | |
| 5 | | | | | | |

**How to keep this alive:** re-run the table at the close of every ramp month using actuals, not forecasted numbers, the Ramp Adherence Index is only honest if it's built on what actually closed.