Figure 16 Sept 2026From “What is quota setting? Capacity comes before target”

The synthetic capacity-to-quota comparison

A quota is reviewable when role time, opportunity capacity, realized value, period, and target construction remain visible together.

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Figure 1The synthetic capacity-to-quota comparison

Source: Author's synthetic quota worksheet grounded in Piercy, Cravens and Morgan (1999) and Oyer (1998). Role inputs, opportunity counts, values, and targets are illustrative, not benchmarks or company data.

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B V10-OWN-C1 Quota setting translates declared strategy and capacity into a target for a named role, territory, period, ramp, and credit ruleAuthor framework grounded in PM99-C1 and OYER98-C1
B V10-OWN-C2 Capacity, quota, attainment, forecast, and compensation are separate objects with different denominatorsAuthor taxonomy
B V10-OWN-C3 Available selling time and working quota can be represented by declared role-time, non-selling-time, opportunity, yield, and value assumptionsAuthor formula

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Revenue operations & AI

What is quota setting? Capacity comes before target

Quota setting translates capacity, role, period, ramp, territory, and incentive rules into a target. A quota is not a top-down number without capacity.

6 Sept 2026

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APA 7

Isoglu, S. (2026). The synthetic capacity-to-quota comparison [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig02/

BibTeX

@misc{isoglu-2026-what-is-quota-setting-fig02,
  author = {Isoglu, Sinan},
  title = {{The synthetic capacity-to-quota comparison}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig02/},
  note = {From the essay {What is quota setting? Capacity comes before target}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-quota-setting-fig02.png" alt="Figure 1: The synthetic capacity-to-quota comparison" width="3200" height="2400">
  </a>
  <figcaption>Figure 1: The synthetic capacity-to-quota comparison. Source: Author&#39;s synthetic quota worksheet grounded in Piercy, Cravens and Morgan (1999) and Oyer (1998). Role inputs, opportunity counts, values, and targets are illustrative, not benchmarks or company data. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig02/">View exhibit</a>.</figcaption>
</figure>