Sales Capacity Model
Definition
A revenue forecasting component that derives the maximum achievable revenue from the size and productivity of the sales team, accounting for ramp periods, quota attainment rates, and average deal values. The sales capacity model is the required revenue driver for B2B Enterprise and Recurring Revenue businesses at Level 2 and above under the FFI Standard.
Common Misapplication
The most common misapplication is building a sales capacity model using the theoretical quota of each sales representative rather than the historical average quota attainment rate. A sales capacity model built on fully attained quotas overstates achievable revenue by the gap between theoretical quota and actual attainment.
FFI Standard Reference
This term is defined and applied in Book 2, Section 2.3: The Growth Modeling Standard.
Related Terms
Citable URL
This term may be cited using the following permanent URL.
Full citation format: Founder Financial Infrastructure Standard, Beta v0.5, Glossary: Sales Capacity Model. https://ffistandard.org/glossary/sales-capacity-model/. 2026.