Table Table 2 Revenue operations & AI 6 September 2026

What does a quota-setting worksheet look like?

Role	Productive weeks	Qualified opportunities	Realized value per opportunity	Capacity implication	Synthetic quota
Core territory	40	80	EUR 10,000	Full account coverage	EUR 800,000
New-logo territory	30	40	EUR 7,500	Prospecting load	EUR 300,000
Ramp territory	20	24	EUR 7,500	Training and coverage	EUR 180,000
Overlay role	25	25	EUR 10,000	Specialist scarcity	EUR 250,000

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Source: Table from this essay. Sources and interpretation are given in the article.

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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.

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APA 7

Isoglu, S. (2026). What does a quota-setting worksheet look like? [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig03/

BibTeX

@misc{isoglu-2026-what-is-quota-setting-fig03,
  author = {Isoglu, Sinan},
  title = {{What does a quota-setting worksheet look like?}},
  year = {2026},
  howpublished = {Table 2, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-quota-setting-fig03/},
  note = {From the essay {What is quota setting? Capacity comes before target}}
}

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