Run the numbers

The tools.

Sometimes you already know the problem. These run in your browser, show their work, and never send anything anywhere. Not sure which one? Ask Mark.

The number they gave you.

Where did this number come from?How quotas get built Is your quota crazy?Quota Check Is your quota actually possible?Quota Case Does this territory suck?Territory Check You sure that's enough pipeline?Pipeline Check They want a discount.Discount Check The number isn't changing. Now what?When the number won't move

What they'll pay you for it.

What does this plan actually pay?Pay Check It closed. What do you actually keep?Commission Check Can you trust this comp plan?Comp Plan Check Which offer actually pays more?Offer Check

Quota Shorts

All of them
Attainment48%of AEs hit quota in 2026.It was 66% in 2022.Bridge Group, 2026Check your quota →
The median$960Kis the median AE quota.On a $200K OTE, across 158 B2B companies.Bridge Group, 2026Check your quota →
The multiple4.6×is the median quota to OTE.It was 4.2 two years ago.Bridge Group, 2026Check your quota →
Planning20-30%is a common over-assignment rule of thumb.Plans hand out more quota than the company needs.Mostly MetricsHow quotas get built →
Your bossYour boss may be paid on something else.Growth rate, new logos, a strategic product.How quotas get built →
Ramp6.2 mofor a new AE to ramp.A rep hired in March is a fall rep.Bridge Group, 2026Find the gap →
VacanciesA vacant territory still has quota.Somebody's carrying it.Find the gap →
Coverage3Xis a 33% win rate wearing a nicer shirt.Win 20% and you need 5X.The mathCheck your pipeline →
CloudOn a consumption plan, a commit nobody uses doesn't retire much quota.The customer has to run the stuff.Microsoft Partner CenterCheck your quota →
Comp1.5-2×is a common accelerator range above quota.Where they start matters more than the rate.Comp plan surveys, 2026Read your comp plan →
Federal46%of federal AEs say they hit quota.SLED is 45%. Self-reported.RepVue, Sept. 2026Check your territory →

Also useful.

Your deal

Is it real, or is it hopium?Deal Check · Federal Do you know your customer?Account Check Will they burn the commit?Commit Check Why you and not them?Competition Check

Your team

Are two deals carrying your year?Risk Check Is it the rep, or the territory?Rep Check Is this partner doing anything?Partner Check Can you defend your people?Talent Review

Before the meeting

Got a meeting that matters?Meeting Prep What are you telling your boss?Update Upward Do you have a plan for this account?Account Plan

Print and learn

Worth printing.Field Kits Why 3X?Sales Math
Mark Flournoy

Made by Mark.

I spent six years leading federal partner sales teams at Amazon, after plenty of years carrying a number myself. QuotaBird is mostly stuff I wish we'd had back then. Most of it's free. If the problem's messier than a little tool can handle, we can talk it through.

Work with MarkAbout Mark