ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
2
4 x 2
3
201820192016201720182019
4
TeamAEStart DateQ1AQ2AQ3AQ4ATotalQ1AQ2AQ3FQ4FTotal(F)new ARR2612
5
WestMary Crawley8/8/2016$297 / 99%$198 / 53%$406 / 108%$723 / 161%$1624 / 108%$228 / 61%$194 / 59%$951 / 317%$250 / 51%$1623 / 108%Ending ARR13921
6
WestRichard Clarkson9/5/2016$162 / 54%$183 / 49%$722 / 193%$484 / 108%$1551 / 103%$217 / 58%$778 / 236%$168 / 56%$300 / 61%$1463 / 98%
7
WestMartha Levinson3/6/2017$98 / 39%$231 / 74%$102 / 33%$504 / 134%$935 / 75%$586 / 188%$136 / 44%$198 / 79%$295 / 72%$1250 / 97%
8
EastElsie Hughes6/12/2017$0 / 0%$433 / 173%$230 / 92%$243 / 81%$906 / 91%$346 / 138%$400 / 182%promotedpromoted
$746 / promoted
9
WestKemal Pemuk1/8/2018$54 / ramping$74 / 59%$190 / 76%$215 / 78%$533 / 82%$309 / 124%$292 / 133%$101 / 51%$50 / resigned$752 / resigned
10
WestEthel Parks3/28/2018$0 / ramping$15 / 12%$83 / 30%$98 / 25%$179 / 72%$235 / 107%$263 / 132%$200 / 61%$877 / 88%
11
CentralCharles Carson10/1/2018$60 / ramping$60 / ramping$250 / 100%$220 / 100%$200 / 100%$330 / 100%$1000 / 100%
12
EastThomas Barrow10/1/2018$0 / ramping$0 / ramping$40 / 16%$0 / 0%terminatedterminated
$40 / terminated
13
WestAlfred Nugent1/7/2019$208 / ramp$141 / 142%$105 / 58%$245 / 82%$699 / 121%
14
WestIvy Stuart1/21/2019ramping$189 / 191%$100 / 56%$365 / 123%$654 / 114%
15
CentralAnthony Strallan2/18/2019ramping$148 / 168 %$79 / 49%$140 / 53%$367 / 72%
16
EastJohn Bates2/25/2019ramping$122 / 111%$145 / 73%$275 / 83%$542 / 85%
17
CentralTom Branson4/29/2019$25 / ramp$151 / 189%$360 / 136%$536 / 156%
18
WestMichael Gregson5/13/2019ramping$85 / 85%$180 / 55%$265 / 62%
19
EastJosephy Molesley5/13/2019ramping$78 / 78%$171 / 52%$249 / 58%
20
EastRose Macclare5/20/2019ramping$105 / 117%$185 / 62%$290 / 75%
21
EastSarah O'Brien6/10/2019ramping$0 / 0%$275 / 93%$275 / 71%
22
WestJimmy Kent8/5/2019ramping$150 / 101%$150 / 101%
23
CentralBeryl Patmore8/5/2019$29 / ramp$137 / 92%$166 / 112%
24
CentralDaisy Mason9/3/2019$34 / ramp$250 / 168%$284 / 191%
25
EastTony Gillingham10/7/2019ramping$0 / ramping
26
CentralAnna Smith10/7/2019ramping$90 / ramping
27
TOTAL$611 / 58%$1119 / 78%$1775 / 105%$2504 / 118%$6009 / 95%$2363 / 102%$2880 / 118%$2792 / 92%$4248 / 68%$12,283 / 88%
28
Total # reps566881217181919
29
Total ramped45666912151717
30
% on target50%20%50%83%83%56%83%47%53%76%
31
Note: In this example, reps have zero quota in the quarter they join and 50% quota their second quarter. Quarterly quotas are subject to seasonal adjustment. More senior reps may have higher quotas, and there is some variance in quotas depending on region. And yes, this example is really a 6x2, since I am showing 6 trailing quarters so that you can see where 2018 full year numbers comes from.
32
33
Q1Q2Q3Q4Full YearQ1Q2Q3Q4Full Year
34
quota seasonality →
20%25%25%30%100%25%22%20%33%100%
35
rep quota ↓
36
$300$375$375$450$1,500$375$330$300$495$1,500
37
WestMary Crawley$1,500$297$198$406$723$1,624$228$194$951$250$1,623
38
99%53%108%161%108%61%59%317%51%108%
39
40
$300$375$375$450$1,500$375$330$300$495$1,500
41
WestRichard Clarkson$1,500$162$183$722$484$1,551$217$778$168$300$1,463
42
54%49%193%108%103%58%236%56%61%98%
43
44
$250$313$313$375$1,250$313$275$250$413$1,250
45
WestMartha Levinson$1,250$98$231$102$504$935$586$136$198$295$1,215
46
39%74%33%134%75%188%49%79%72%97%
47
48
$200$250$250$300$1,000$250$220$200$330$1,000
49
EastElsie Hughes$1,000$0$433$230$243$906$346$400$0$0$746
50
0%173%92%81%91%138%182%0%0%75%
51
52
$0$125$250$275$650$250$220$200$330$1,000
53
WestKemal Pemuk$1,000$54$74$190$215$533$309$292$101$50$752
54
NA59%76%78%82%124%133%51%NANA
55
56
WestEthel Parks$0$125$275$400$250$220$200$330$1,000
57
$1,000$0$15$83$98$179$235$263$200$877
58
12%30%25%72%107%132%61%88%
59
60
$0$0$250$220$200$330$1,000
61
CentralCharles Carson$1,000$60$60$250$220$200$330$1,000
62
100%100%100%100%100%
63
64
EastThomas Barrow$0$0$250$220$200$330$1,000
65
$1,000$0$0$40$0$0$0$40
66
NANA16%0%0%0%4%
67
68
total quota$6,300$1,050$1,438$1,688$2,125$6,300
69
total sales$611$1,119$1,775$2,504$6,009
70
58%78%105%118%95%
71
72
WestAlfred Nugent$0$99$180$297$576
73
$900$208$141$105$245$699
74
NA142%58%82%121%
75
76
WestIvy Stuart$0$99$180$297$576
77
$900$0$189$100$365$654
78
NA191%56%123%114%
79
80
CentralAnthony Strallan$0$88$160$264$512
81
$800$0$148$79$140$367
82
NA168%49%53%72%
83
84
EastJohn Bates$0$110$200$330$640
85
$1,000$0$122$145$275$542
86
NA111%73%83%85%
87
88
CentralTom Branson$0$80$264$344
89
$800$25$151$360$536
90
NA189%136%156%
91
92
WestMichael Gregson$0$100$330$430
93
$1,000$0$85$180$265
94
NA85%55%62%
95
96
EastJosephy Molesley$0$100$330$430
97
$1,000$0$78$171$249
98
NA78%52%58%
99
100
EastRose Macclare$0$90$297$387