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Sales capacity planning

How many reps do you need to hit your number?

The CFO-grade capacity model: back into headcount from ARR target, quota, average attainment, ramp, and attrition. See your gap, hires needed, and total loaded cost.

Your inputs

Reps needed (total)
18
productive + attrition buffer
Hires needed
14
ramp-adjusted new hires
Current capacity
$4,050,000
reps × quota × attainment
Capacity gap
$5,950,000
Annual hiring cost
$3,080,000
fully-loaded × hires
Effective / rep
$675,000
quota × attainment
Formula. Productive reps = ARR ÷ (quota × attainment). New hires get a ramp discount of (12 − ramp/2) ÷ 12, then we add an attrition backfill on top. That's the number your CFO will actually approve.

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