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Ramp Quota

A reduced quota applied during a new seller's ramp period, stepping up to full quota as productivity is expected to arrive.

Why it is not generosity

A full quota from day one is unachievable, which makes it demotivating and makes attainment data useless for the whole team. Ramp quota keeps the measure meaningful and the target credible.

Model it in capacity planning

Capacity plans that assume full productivity from the start date overstate coverage by the entire ramp period, and the shortfall appears exactly when the plan said it would not.

RELATED TERMS

Quota Attainment

The proportion of quota a rep achieved, and across a team, the distribution of that proportion.

Capacity Planning

Translating a revenue target into the number of productive selling resources required to hit it, accounting for ramp, attrition and expected attainment.

Ramp Time

The time between a seller starting and reaching expected productivity. The variable that makes hiring plans wrong when it is guessed rather than measured.

Quota

The revenue target assigned to an individual rep for a period. The most consequential number in a seller's working life, and the mechanism translating a company target into individual accountability.

FURTHER READING

Territory Alignment and Quota Derivation: Separating Design Effects from Seller Performance

Territory alignment has a formal literature going back four decades and a known set of optimisation criteria. Most territory design is nonetheless performed by negotiation, and the resulting inequity is then attributed to rep performance.

Learn how to apply this: RevOps Audit

Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.

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