SDR ramp quota calculator: a fair quota for each of the first months
Try it: ramped quota by month
The percentages are our suggestion: none in month one, half, three quarters, then full. Change them.
| Month | Quota |
|---|---|
| 1 | |
| 2 | |
| 3 | |
| 4 |
A new SDR should not carry full quota in month one. The Bridge Group's 2025 report puts average ramp time at 3.0 months. Set the quota for each month before the rep starts, and tell them.
How the calculator works
Enter the full monthly quota. Then enter the share that applies in months one to three, and from month four. The table shows the meeting quota for each month. The last line adds up the first three months against full quota.
Choosing the percentages
- Month one is for learning. A rep needs product, tools and calling practice before a target helps.
- Month two at about half gives the rep a real number. It does not crush them.
- Month three at about three quarters should feel close to the real job.
- If your average ramp runs longer than three months, stretch the percentages. Do not rush the rep to full quota.
See inside
Pay during ramp
Quota and pay need to match. Pay variable against the ramped quota. If month two quota is 5 meetings, pay full variable when the rep books 5. Some teams pay a fixed draw for the first months instead. Decide which before the offer goes out. Our SDR comp plan calculator shows what a month pays.
Sources
Next, read how to set an SDR quota. The ramp and onboarding guide has the 30/60/90 plan.
Questions
How long should an SDR ramp take?
The Bridge Group 2025 report puts the average at 3.0 months. Ramp is the time to reach full quota.
What quota should an SDR have in month one?
We suggest none in month one. Use half in month two and three quarters in month three.
Should ramp quota change pay?
It should match. Either scale the variable target with quota, or pay a fixed draw for the ramp months.
Also: SDR capacity planner, quota attainment calculator.
Related guides
How to set an SDR quota
Work backwards from the pipeline you need, with a worked example.
SDR and BDR ramp time
A 30/60/90-day plan, ramped quotas and a certification checklist.
SDR comp plan calculator
Model payouts with accelerators before you launch the plan.
SDR draw during ramp
Recoverable and non-recoverable draws compared on one rep.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.