Rep Quota
A rep quota is the periodic performance target assigned to MCA sales reps — typically expressed as funded deals per month, total commission earned, or total advance dollars funded — driving compensation, performance ranking, and capacity planning decisions.
Why This Matters
Quota structure dramatically affects rep behavior in MCA. Funded-deal quotas drive volume focus (sometimes at quality cost). Commission-dollar quotas align rep behavior with shop economics. Advance-volume quotas reward larger deals. Most MCA shops blend metrics — quota structures combining funded count (volume target) with commission floor (quality target) and average deal size (mix target). Quotas should be calibrated to be challenging but achievable — 60-70% of reps hitting quota is healthy distribution; 90%+ suggests quotas are too easy, while 30%- suggests too aggressive.
Frequently Asked Questions
Frequently Asked Questions
What's a typical MCA rep quota?
Wide variance by shop economics. Mid-tier ranges: 8-15 funded deals/month for mid-experience reps, $40K-$80K monthly commission, $300K-$800K total advance volume. Top performers reach 25-40 funded deals/month. New reps typically scaled at 50-70% of full-rep quota during 6-month ramp.
How should MCA quota structure balance volume vs. quality?
Hybrid: deal count target (volume) with commission floor (quality), plus optional bonus tiers above target. Pure deal-count quotas push reps toward small/easy deals; pure commission quotas may sacrifice volume relationships with key accounts. Hybrid balances both dynamics.