--- schema_version: "1" id: f4076b15e0b340c82a50b88aa92838dcb9ff83203da2abb1cb028ac240f5b988 title: Targets, Annual Quota, and Carried Quota collection: admin version: current locale: en-us portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/quota_planning_annual_carried.md canonical_url: https://help.salesforce.com/s/articleView?id=sales.quota_planning_annual_carried.htm&release=264.0.0&type=5 source_site: help.salesforce.com content_type: documentation content_hash: 50b53947f0e382a0d820581a3c6bed791c6284b33561860594b362b1d34ac075 description: In Quota Planning, a target becomes an annual quota and then a carried quota, depending on the rep’s ramp status and product seasonality. If you sell more of a specific product during a certain time of year, you can ensure that new hires are fully ramped before the busy season begins so that they have a reasonable chance of achieving their quota. products: - Sales Cloud - Sales Enablement release: "264" --- # Targets, Annual Quota, and Carried Quota In Quota Planning, a target becomes an annual quota and then a carried quota, depending on the rep’s ramp status and product seasonality. If you sell more of a specific product during a certain time of year, you can ensure that new hires are fully ramped before the busy season begins so that they have a reasonable chance of achieving their quota. ### Required Editions
Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
Available for an additional cost in: Enterprise, Performance, Unlimited, and Developer Editions with Sales Planning in English only, and only if you have Web Services API enabled
Here’s an example for a sales rep that’s hired in Month 4 and has a ramp profile in which they receive 25% of quota in their first month, 50% of quota in their second month, and 100% of quota for each remaining month. | Month | Seasonality | Target | Annual Quota (Target + 15% Buffer) | Ramp | Carried Quota (Annual Quota × Ramp) | | --- | --- | --- | --- | --- | --- | | 1 | 5% | 25 | 29 | 0% | 0 | | 2 | 5% | 25 | 29 | 0% | 0 | | 3 | 5% | 25 | 29 | 0% | 0 | | 4 | 5% | 25 | 29 | 25% | 7 | | 5 | 5% | 25 | 29 | 50% | 14 | | 6 | 5% | 25 | 29 | 100% | 29 | | 7 | 5% | 25 | 29 | 100% | 29 | | 8 | 5% | 25 | 29 | 100% | 29 | | 9 | 5% | 25 | 29 | 100% | 29 | | 10 | 10% | 50 | 57 | 100% | 57 | | 11 | 15% | 75 | 86 | 100% | 86 | | 12 | 30% | 150 | 173 | 100% | 173 | | Totals | 100% | 500 | 575 | n/a | 453 | - Seasonality represents the emphasis placed on a particular product during a certain time of year. For example, seasonality can increase in the last fiscal quarter. - Target represents the target value for the month, depending on the segment and seasonality curve. For example, maybe your segment has an annual target of 500 and the first month’s split of the seasonality curve is 5%. The target for that month is 5% of the 500 segment target, or 25. - Annual Quota represents the target value that a fully ramped sales rep is expected to achieve from the beginning of the year. To achieve the total annual quota, specify an allotment each month, then sum all months together, plus a buffer percentage that you define in Quota Builder. In this example, the buffer percentage is 15%, so to calculate the annual quota allotment for each month, the formula is `Target + 15% of Target`, or `Target × 115%`. In the first month, the target of 25 × 115% is 19. - Ramp specifies the percentage of quota received over time as the rep gains experience, based on the rep’s ramp profile in the plan settings. In this example, the rep is hired in Month 4. They receive 0% for the first three months, and then ramp from Month 3 to 6 until they start receiving 100% of quota. - Carried Quota represents the quota that the sales rep carries when adjusted for ramp and seasonality: `Annual Quota × Ramp`. This number represents the quota that you think is achievable given the rep’s experience and their share of the overall financial target. In this example, when the rep begins in Month 4, their ramp curve is 25% of an annual quota allotment of 29, or about 7. #### See Also - [Identify Goals and Set Targets in Sales Planning](https://help.salesforce.com/s/articleView?id=sales.sales_planning_goals_targets.htm&release=264.0.0&type=5 "Add goals to the sales plan, and specify target values for each goal. Typically, finance users set high-level guidance and then sales or sales operations personnel set specific targets for their teams.") - [Account for Ramp and Seasonality When Planning Quotas](https://help.salesforce.com/s/articleView?id=sales.quota_planning_ramp_seasonality.htm&release=264.0.0&type=5 "Anticipate ramp-up time for new reps and consider tenure of experienced ones when you plan quotas. Also, consider seasonal sales patterns and other realities that affect your business in Quota Planning.")