Veldt Software: quotas the sales team believes in
Veldt Software is a fictional B2B software company with 120 account executives in five regions. Quotas were set top-down in a spreadsheet and missed reality by region. This blueprint builds territories and quotas from account potential and real rep capacity.
Blueprint: this model is fully designed and documented, and the live demo is being built next. The company and figures are fictional.
The problem
What wasn't working
Quotas were a top-down number split by last year's results. Some territories were impossible and others were easy. New hires got full quotas in their first month, and nobody could explain the gap between the board's number and the sum of rep quotas.
The design
How the model is built
- Accounts are scored on size, industry fit and past spend, which gives a potential value per account.
- Territories group accounts. A balancing view shows potential, account count and travel load per territory.
- Rep capacity comes from headcount, start dates and a ramp curve, so a new hire counts as a fraction of a full rep.
- Quota is set top-down from the company target and checked against bottom-up capacity, with the gap shown by region.
Inside the model
What planners work with
Account scoring
Weights for each scoring factor are inputs, so sales leadership can tune them and see territories rebalance.
Territory balancing
Move accounts between territories and watch potential and workload rebalance live.
Ramp and capacity
Ramp curves by role turn hiring plans into productive capacity month by month.
Quota letters
Each rep's quota, territory and accounts feed a board that can be shared as their quota letter.
Decisions that matter
Why it holds up
Capacity before quota
Quota is never set without checking it against ramped capacity. The gap is visible to leadership.
Scores as inputs
Scoring weights are inputs, not hard-coded, so the model survives next year's strategy change.
Version the plan
Territory and quota plans are versioned, so mid-year changes are compared with the original plan.
What the client gets
Balanced territories, quotas tied to real capacity, a clear bridge from the board target to rep quotas, and quota letters produced from the model.
More work
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