Quota and capacity planning · Sales
The target was set in a meeting, not built from what your team can carry.
A company target gets announced, then divided by the number of salespeople, and each person is told their share. Nobody checked whether that share matches what a rep can carry given their territory, their accounts or the hours in a week.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
Quota and capacity planning works out how much revenue each salesperson can realistically carry, and how many people you actually need to hit the company's target. GullySales builds this from your own pipeline and conversion history, so a quota is a number a rep can hit rather than a number that sounds ambitious.
We work from your actual pipeline: how many leads a rep can realistically work, how long a deal takes to close, and what a fair quota looks like given that. We also tell you plainly when the target needs more people, not more pressure on the ones you have.
This work is done under a written fee agreed after we have read your brief and spoken to you, and checked against actual conversion at agreed intervals, not left as a one-time spreadsheet.
The problem
Does this sound like your business?
What owners tell us on the first call, in their words.
“The number was picked, not built”
Last year's revenue was multiplied by a growth percentage nobody tested, and the result became the target.
“One rep carries three people's worth of accounts”
Territories and account lists were never rebalanced as the business grew, so effort and reward are unevenly spread across the team.
“Hiring happens after the target is missed”
Nobody checked whether the existing team had the capacity to hit the number until the shortfall was already visible.
What we do
Everything that is included.
Each deliverable, and what it gets you. Nothing here is an extra.
Pipeline and conversion analysis
A look at how leads move through your funnel today, and how long each stage actually takes.
Capacity model
How many accounts, leads or calls one rep can realistically carry given your sales cycle.
Quota by rep or territory
Individual targets built from capacity and pipeline, not divided equally by headcount.
Headcount recommendation
A clear statement of whether the target needs more people, and how many, based on the model.
Ramp planning for new hires
An allowance for the time a new rep takes to reach full productivity, built into the plan.
Ongoing review
The model checked against actual results and adjusted where reality has moved from the plan.
How the result is measured
- Quota attainment by rep
- Pipeline coverage against target
- Ramp time for new hires
- Capacity utilisation per rep
- Forecast accuracy against actual bookings
Recorded as a baseline before work starts, so every later report has an honest comparison.
Who it is for
This is written for you if these sound familiar.
- Businesses setting next year's target without a clear view of what the current team can carry
- Owners who suspect the sales team is understaffed for the number being asked of them
- Companies growing the sales team and unsure how many new hires the pipeline can support
- Sales managers who have inherited a quota nobody can explain
- Businesses expanding into a new territory that needs its own capacity worked out
Not for
It is not the right fit if.
- One or two-person sales teams where a target can be agreed in a single conversation
- Businesses with no sales history yet to build a capacity model from
How it works
From your first message to the first report.
No open-ended retainer. Every step gives you something in writing.
First
Your brief
You tell us what you need in a few short steps: your business, what you want, where enquiries come from and how they are handled.
After the brief
A conversation and a written scope
We read it, then talk with whoever handles your enquiries. If you want our help, the scope, the fee and the reporting come in writing, and nothing starts before you have read them.
Before work starts
Baseline recorded
The numbers this work is meant to move, such as enquiries, quotations, orders, visits or renewals, written down so every later report has an honest comparison.
After the baseline
The first fix goes live
The fix we agreed to start with is put in place and measured against the baseline, whether that is a reply, a follow-up, a page, a listing or the handover between marketing and sales.
As agreed
Report against the baseline
What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.
At renewal
Renew on the numbers
The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.
How the quota and capacity planning work runs
- 1
Review pipeline history
We study conversion rates and cycle time by stage, using your CRM or activity records.
- 2
Build the capacity model
We calculate what one rep can carry given your sales cycle and account complexity.
- 3
Set quotas by rep or territory
Targets are built individually, accounting for existing account load and new business expected.
- 4
Recommend headcount
We state clearly whether the target is achievable with the current team or needs more people.
- 5
Review and revise
Quotas are checked against real numbers and revised where the plan and reality have moved apart.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Engagement options
Ways to work with us.
Pick the size of commitment that fits. Every option starts with your brief and a conversation.
Option 1
The conversation on its own
A call after you send your brief. It says honestly whether you need outside help, and many fixes are ones your own team can make.
Option 2
One fix, scoped
Start with the fix that matters most, such as reply time or follow-up. The fee is in writing before anything starts.
Option 3
An ongoing programme
We run the work, report against the baseline, and you renew on the numbers. The term and the reporting are agreed in writing first.
Option 4
Guidance for your own team or agency
We plan, brief and check the work of your in-house team or current agency, instead of replacing them.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How do you build a fair quota?
What if we do not have much sales history to work from?
Will this tell us to hire more people?
How often should quotas be revisited?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
By industry
Quota and capacity planning, written for your industry.
Related services
Often bought with this, or instead of it.
Read before you buy
- How to set sales targets from capacity back to quotaSet the sales target by starting with what you can deliver, working back through conversion rates to the number of meetings and leads needed, and only then dividing it into quotas per person.
- How to forecast revenue when deals are lumpyWhen a few large orders decide your quarter, forecast with a range, not a single number: weight each stage by your own history, treat big deals separately, and review the range against what actually closed.
- A sales incentive plan for a small team: fixed, variable and trapsHow to split a small sales team's pay between fixed and variable, what to pay on, which common plan designs backfire, and a one-page plan an owner can write before the next hire.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.