SDR Quota Calculator

How to calculate SDR Quota calculator?

This calculator estimates how many sales opportunities each SDR must deliver to reach a revenue target, using deal size and conversion rates.

Key formula: sdr_quota_per_sdr = (revenue_goal / avg_deal_size) / opportunity_to_closed_won_rate_decimal / number_of_sdrs (convert % to decimal by dividing by 100)

Using the SDR Quota calculator calculator: an example

Example inputs: revenue goal $1,000,000; average deal $10,000; opportunity→closed rate 20%; 5 SDRs.

Step-by-step calculation:

1. Required closed deals: $1,000,000 ÷ $10,000 = 100 closed deals.
2. Opportunities needed: 100 ÷ 0.20 = 500 opportunities.
3. Quota per SDR: 500 ÷ 5 = 100 opportunities per SDR.
4. If SDR→opportunity conversion is 10%, outreach needed per SDR = 100 ÷ 0.10 = 1,000 activities.

Frequently Asked Questions

Do I need to include the SDR→opportunity conversion rate?

Including that rate lets you translate opportunity quotas into required outreach volume; without it you only get opportunities per SDR.

How should I account for ramp and attrition?

Adjust the effective headcount or increase the target to reflect expected ramp time and attrition, then recompute the per-SDR quota.

What if average deal size varies across deals?

Use a weighted or conservative average deal size, or run multiple scenarios with different averages to understand sensitivity.