Use the Rule of 78 to Calculate SaaS Sales Quotas, Lead Quotas & Lead Generation Budgets

figure sales each month

For SaaS companies building out their sales plan, the rule of 78 can quickly estimate how much money a recurring subscription is going to bring in by the end of a 12-month period. Though the rule is not a hidden trick that will instantly transform your sales strategy, it can be a useful tool to understand, implement and get results. You’ll bring in $39,000 from magazine subscriptions this year if you secure an additional $500 of recurring revenue each month. Thus, the Rule of 78 helps you estimate what to expect for your total yearly income. Balancing multiple revenue streams can be difficult, especially if you’re not accustomed to recurring sales in your business model.


This impact to the top and bottom line of consistently “early” bookings in the period can be significant even with similar total results in bookings. The sales compensation program can serve as a lever in the manager’s toolkit to drive this type behavior. Though the rule of 78 can seem a bit complicated at first, the ideas behind it are simple and the insights it offers are important.

The calculation will let you revenues for the next year from whatever month you choose. You can apply the equation to various types of recurring income streams. If you run a freelancing operation, use the Rule of 78 to calculate the monthly income you need to make with retainers. With the new year right around the corner, you might consider trying out the Rule of 78 to determine the exact dollar amount you’ll need to add each month in repeating income streams. The Rule of 78 methodology gives added weight to months in the earlier cycle of a loan, so a greater portion of interest is paid earlier. The rule of 78 methodology calculates interest for the life of the loan, then allocates a portion of that interest to each month, using what is known as a reverse sum of digits.

Fueling growth for recurring billing companies for over 40 years

In other words, leading by generation made in January are worth 2x more than sales made in July. Companies know this and will often run incentive programs early in the year to drive more sales sooner to increase the annual sales turnover. A customer who registered for your $50 subscription in January will be worth $600 by the end of the year, if they stay. But if they drop the subscription in February, by December you’ll need to bring on board eleven new customers to accommodate for lost revenue.

For vendors, it promises a high growth platform comprised of sustainable revenue streams. Unfortunately, the design of sales compensation plans for pure play cloud companies is not as simple as replacing “License Bookings” with “MRR” in your plan documentation. The rule of 78 is an equation used to estimate a calendar year of revenue for businesses that charge recurring, monthly fees. It’s typically used to help companies with activities like adjusting billing options, evaluating the need for new revenue streams, improving financial stability, and setting sales quotas. If you’re considering paying off a loan early, it can be helpful to know how much you’ll save on interest by repaying the loan before it matures.

That’s perfectly OK, but if you want to hit your sales goal for the year, you should learn to adjust your sales strategy accordingly. She uses her storytelling skills gained from a master’s degree in writing to run a writing business focused on helping people make and manage their money. She writes two blogs, one focused on personal finance and another that’s a resource hub for rural creative types. She has been published in The Financial Diet, The Write Life, Matador Network and other online publications. You’ll know the hard numbers of how many companies you need to sign up to receive birthday cakes for their employees each month.

Simply put, the Rule of 78 is a way to quickly estimate a full year’s worth of revenue for businesses that deal with monthly recurring fees. By applying this rule you can quickly understand the NEW sales turnover a particular salesperson must with a set target for the entire year. To use the rule, you simply divide the total revenue that will come in during a 12 month period by 78 to get the amount of new revenue the salesperson has to bring in every month. By applying this rule, you can quickly assess the sales turnover a particular salesperson will bring with a set target every month. To use the rule, you simply multiply the amount of new revenue you will bring in every month by 78 to get the total revenue that will come in during a 12 month period. Cloud computing is one of the biggest technology disruptors of our time in that it allows customers to refocus on core competencies while reducing total cost of ownership for technology solutions.

The Rule of 78 holds that the borrower must pay a greater portion of the interest rate in the earlier part of the loan cycle, which means the borrower will pay more than they would with a regular loan. Using the Rule of 78 Loan, you would have paid $391.50 of interest after 12 months. Using a simple interest loan, you would have paid $389.29, a difference of $2.21.

As always before entering into a financial agreement, it is smart to make an educated decision. The best starting place is toknow your credit scoreso you can figure out what options are available to you before you start shopping around. Understanding these terms will help consumers make a more educated decision about how they choose to enter into a binding financial agreement. Then add the 24 digits (1+2+3+4 and so on up to 24) and your total is 300.

Rule of 78 MRR Sales Quota & Comp Calculator

As you begin each fiscal or calendar year, the Rule of 78 can help you estimate how much sales revenue you need to earn each month to meet your goals. If your goal is to make $100,000 gross revenue for your business, the Rule of 78 will tell you that you need to generate approximately $1,282.10 in new recurring sales each month. The calculator will calculate the interest expense for any loan with a maximum term of up to 600 periods. To use the calculator simply enter the loan principal, periodic repayment, and loan term.

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Instead, it multiplies your monthly income by 78 because it operates on the idea that you have 78 months per year of income. January counts as 1 month because you have a single income stream. February counts as 2 months because you have added a second income stream. March counts as 3 months because you have added a third income stream, and so on. So if you generate $100 of new sales revenue in January, the assumption is that you will have that $100 of recurring sales revenue for the remaining 11 months of the year. Then, if you generate $100 of new revenue for February, you will count that new $100 in your account as a recurring sale for the remaining ten months of the year.

Understanding the Rule of 78

Namely, quota setting becomes more complex and sales people that fall behind in performance early in the period can give up hope of ever achieving their quota. It’s easy to assume that you can estimate your yearly revenue by multiplying monthly earnings by 12 – but if your business uses a subscription-based model, things can become complicated. Then, it would calculate interest as a fraction of 78, starting with 12 as the numerator and decreasing by one every month. During the first month of your loan, you would pay 12/78 of the loan’s total precomputed interest charges. In the second month, you’d pay 11/78 of your total interest charges, and so on until you’re paying 1/78 of your total interest charges in the final month of your loan.


These days, nearly all car loans are calculated using simple interest loans, which is calculated by multiplying the principal x the daily interest rate x the number of days between payments. That would give them a requisite figure of $12,821 in revenue per month to reach their goals. If they were overseeing a sales team of five, they would divide that $12,821 by five — giving them a monthly sales quota of $2,564 for each rep.

How do you account for refunds in accounting?

The Truth in Lending Act mandates that lenders disclose to borrowers if they are entitled to a rebate after paying off a loan early. Founded by Richard H. Driehaus, Driehaus Private Equity provides businesses in the growth stage of their life cycle the capital necessary to fund organic growth and acquisitions. In addition to investing our capital, we collaborate with management to plan, execute and monitor the growth strategy. This concept has its origins in lending, but has become commonplace in industries with recurring revenue models such as telecommunications and more recently cloud computing. Originally used as a method of calculating yearly interest, the “Rule of 78s” has been adapted to cloud as a way of explaining the compounding effect of bookings which occur throughout the year.

You want $1M in ARR over the next 12 months and have 5 sales reps. The sales returns and account are used to handle refunds in accounting, according to Accounting Coach. You have to adjust two accounts in your records when you issue a refund because you have to make a double entry. RoundPegg is a culture and engagement platform for all companies. Our software makes complex data science and people analytics easy to use.


If you have a target revenue and you want to work out how much needs to be earned each month, simply divide your target revenue by 78. So, if you know you want to make $1,000,000 by the end of the year, divide one million by 78, and you’ll see that you need to earn roughly $12,821 each month. You can then divide this figure across your sales team to set monthly targets for each salesperson. If you have a set sales quota that must be met each month, you can multiply it by 78 to see how much each salesperson will bring in over the year. For example, with a sales quota of $2,000 per month, you can expect each salesperson to bring in $156,000 in a calendar year. Let’s say, for example, that you borrow $5,000 with a rate of 10% on a 12-month term.

While it may seem like it’s always a good idea to repay a loan as quickly as possible, in some cases you can profit more by investing your money than you would save on interest payments. The Rule of 78 can be used to help determine how much of a refund you’ll get for any interest payments, finance charges, or credit insurance premiums once you repay your account in full. Prior to 1935, a borrower might have entered a contract with the lender to repay off a principal plus the pre-calculated total interest divided equally into the monthly repayments. If a borrower repaid their principal early, they were still required to pay the total interest agreed to in the contract. Many consumers felt this was wrong, contending that if the principal had been repaid for in one-third of the loan term, then the interest paid should also be one-third.

Trial Balance

Look into improvements with your customer success team, revisit your onboarding plan and ask customers for feedback to remedy any issues. To return to our example, if your sales rep loses 5 customers in April, their quota for May should be 10 new customers instead of 5 to accommodate for lost customers. But if they are not able to convert 10 additional customers in April, the quotas for the following months will get higher and higher. It’s most useful for businesses that are selling subscriptions, such as SaaS companies. So you need to add $961.54 in sales each month to meet your goal. To achieve your sales growth target, all you need is a bit more math.

sales plan

In other words, paying off a 2-year loan in just 12 months or a 3-year loan in 24 months. Is when a Rule of 78 Loan becomes lopsided in favor of the lender. Assume you are willing to spend up to 100% of the first month’s revenue per deal on customer acquisition cost . In accordance with the Rule of 78, every month in a borrower’s contract is assigned a value. This value is exactly the reverse of its occurrence in the contract. For example, month one of a 12-month contract is assigned the value 12.

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A customer who joins in February will make 11 payments, a customer joining in March will make 10, and so on. 78 is the total sum of payments that would be made if a new customer joined every month (12+11+10+9, etc.). The good news is that more lenders use a simple-interest formula than the Rule of 78, and some states have outlawed this unbalanced interest formula altogether. Plus, the difference in interest charges might only be a few dollars, depending on your loan amount and interest rate.

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