A full quota is not a first-year contribution.
New sellers take time to build pipeline and close business. A linear ramp converts their first year into an equivalent number of fully productive months, then applies an explicit attainment assumption.
The output is bookings capacity, not recognized revenue, ARR or cash collections. Contract start dates, implementation and payment terms can cause those measures to differ materially.
The formula, made clear.
- Linear ramp
- Average productivity during ramp is 50%; zero ramp means immediate full productivity.
- Quota attainment
- An input reflecting your evidence about sales execution.
Put the numbers in context.
Five reps with $800,000.00 quotas, 75% attainment and six-month linear ramp deliver nine productive-equivalent months each: $2,250,000.00 first-year bookings.
| Input | Example value |
|---|---|
| Quota value basis | General bookings / contract value |
| New sales representatives | 5 people |
| Annual quota per fully productive rep | $800,000.00 |
| Quota attainment | 75% |
| Linear ramp duration | 6 months |
| First-year bookings capacity | $2,250,000.00 |
What this calculation assumes
Simultaneous starts, continuous linear ramp, no attrition and sufficient pipeline and delivery capacity. Bookings use a consistent contract-value definition. Attainment is not a prediction.
What to consider next.
Convert bookings into paying customers and collection timing before adding them to a cash plan. Compare sales capacity with the serviceable market.
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