# Sales Rep Forecast Dashboard

Track monthly bookings, cumulative bookings, deals closed, ending headcount, fully ramped reps and attainment against an annual company target from a bottoms-up sales plan across hiring cohorts.

- Canonical: https://finamodel.com/excel-dashboard/sales-rep-forecast
- Excel download: https://finamodel.com/templates/sales-rep-forecast.xlsx

## About this dashboard

The Sales Rep Forecast Dashboard turns a 12-month hiring plan into a bottoms-up view of sales capacity. Review annual bookings, deals closed, attainment against the company target, ending headcount, annual new hires and fully ramped reps at year-end. The summary keeps the key output measures together so sales and finance can review the plan by month and for the full year.

The supporting workbook models 13 cohorts: existing reps plus one cohort for each hire month. Quarterly hires are split into monthly cohort sizes, and each new cohort ramps linearly from 0% to 100% over the configured ramp period. Bookings are calculated from active reps, ramp factor and monthly productive quota, then converted to deals using average ACV.

Use the dashboard to review quarterly hiring decisions, test whether planned capacity supports the annual target and identify the gap between top-down quota and bottoms-up bookings. The headcount check row provides a simple control that the cohort math ties to the hiring plan.

## What's included

- Annual bookings and deals closed
- Monthly and cumulative bookings
- Ending headcount and annual hires
- Fully ramped reps at year-end
- Attainment against annual target
- Headcount reconciliation check

## Frequently asked questions

### What does the Sales Rep Forecast Dashboard show?

It shows the annual rollup from the cohort forecast: bookings, deals closed, annual target, attainment, ending headcount, annual new hires and fully ramped reps at M12. Monthly bookings and cumulative bookings provide the time-based view behind the summary outputs.

### How are new sales cohorts modelled?

The supporting workbook includes one existing-reps cohort and one cohort for each hire month from M1 through M12. Quarterly hires are divided evenly across the three months of the quarter, then active headcount is carried forward from each cohort’s start month.

### How does the productivity ramp affect bookings?

Each new cohort follows a linear ramp from 0% to 100% productivity over the configured Ramp_Months period. Monthly cohort bookings multiply active reps by the ramp factor and monthly productive quota. Existing reps are treated as fully ramped from M1.

### Can the dashboard model attrition?

Attrition is not included in this version. The Roster matrix retains each cohort’s hires for the remainder of the year. An attrition or survival factor would need to be added to active cohort counts in the supporting workbook before it flows into ramp, bookings and summary outputs.

### How is attainment calculated?

The dashboard compares bottoms-up annual bookings from the cohort schedules with the named annual company target. Changing the hiring plan, ramp months, full quota, attainment or average deal size updates the supporting calculations and the resulting attainment view.

## Related dashboards

- [Sales Dashboard](https://finamodel.com/excel-dashboard/sales-model)
- [Revenue Pipeline Dashboard](https://finamodel.com/excel-dashboard/revenue-pipeline)
- [Cohort Retention Dashboard](https://finamodel.com/excel-dashboard/cohort-retention)
- [SaaS MRR/ARR Forecast Dashboard](https://finamodel.com/excel-dashboard/saas-mrr-arr)