Sales Goal Calculator (Reverse Funnel to Hit Quota)
Work back from your target to the leads, calls and meetings it takes.
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- Free preview: the total new leads needed in full, with your stages and the first step of the working; the per-stage, weekly and per-rep plan and the exports are locked.
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The plan, stage by stage
| Stage | Moves on | In the period | A month | A week | A working day | A rep a week |
|---|
What a better win rate or a larger deal saves
| If | New leads needed | Change |
|---|
How this was calculated
Locked in the free preview. Opens the ways to unlock this result.
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About the Sales Goal Calculator (Reverse Funnel to Hit Quota)
A sales target is easier to hit when you know what it takes each week. Start from a revenue target for the period (or a quota per rep × the number of reps), the average deal size and your conversion rate between each pair of stages — up to eight, with your own names: new leads, conversations, meetings, proposals, deals won. The calculator works backwards: the deals needed, then the proposals, the meetings, the conversations and the new leads it takes, and the calls or emails they mean.
It spreads every stage over the months, weeks and working days of the period (on the working days of your week, less holidays) and over your reps, and moves the lead flow one sales cycle earlier, because a lead found in the last week closes after the period ends: it tells you the date the activity has to start. A capacity check compares the calls or emails and the meetings each rep would need with what one rep can do, and the sensitivity view shows how much a better win rate or a larger deal cuts the activity.
No CRM connection is needed: type your rates, or the counts that reached each stage in your CRM over a past period, and the rates are worked out from them. The plan is arithmetic on your own rates, not a forecast. Without a pass the free preview shows the total new leads needed in full, with the first step of the working; the plan for each stage, week and rep, the chart and the sensitivity view come with a Pro pass.
How to use it
- Choose a revenue target or a quota per rep, and enter the number of reps, the average deal size and any revenue already won this period.
- Pick the period the deals must close in (or press This quarter), the working days of your week, the holidays and days off, and the sales cycle from a new lead to a closed deal.
- Name your stages from the new leads to the deals won (up to eight) and enter the share of each stage that moves on to the next — or switch to Counts from your CRM and enter how many reached each stage.
- Optionally enter the calls or emails per new lead and what one rep can do in a day and a week, for the capacity check; add the reps’ names for a plan of each rep.
- Read the new leads needed; with a pass, read the plan by stage, week, working day and rep, the funnel chart and the sensitivity view.
- Copy the plan, Download CSV or Download PDF plan (one page for each rep): these exports unlock with a Pro pass.
Examples
Target 300,000 · deal 5,000 · rates 40% → 35% → 50% → 30% · Mon–Fri, 3 days off · cycle 45 days · 5 calls or emails a lead
60 deals ← 200 proposals ← 400 meetings ← 1,143 conversations ← 2,858 new leads (2.1% of leads become deals) Lead flow 17 Nov to 14 Feb: 62 working days → 46.1 new leads a day, 76.8 calls or emails a rep a day
At 60 calls or emails a rep a day, the plan needs 4 reps (14,286 ÷ 62 ÷ 60 = 3.84, rounded up).
2,449 new leads instead of 2,858 (−14.3%)
60 ÷ 0.35 ÷ 0.5 ÷ 0.35 ÷ 0.4 = 2,448.98: five points on the last stage save over 400 leads.
1,000 leads · 400 conversations · 140 meetings · 70 proposals · 21 won
Rates 40%, 35%, 50% and 30% — the same funnel as above
Common uses
- Turning a quarterly quota into weekly activity targets for each rep.
- Checking whether a target is reachable with the team you have, before the quarter starts.
- Showing what a better win rate is worth in leads and calls, to argue for training or tooling.
- Planning how many leads marketing must hand over each week.
How the reverse funnel works
- Deals = (target − revenue already won) ÷ average deal size, rounded up to whole deals.
- Each earlier stage = the next stage ÷ the share of this stage that moves on: 60 deals at a 30% win rate need 200 proposals.
- New leads = the first stage; calls or emails = new leads × the touches per lead.
- Lead-to-deal rate = the product of all the rates (40% × 35% × 50% × 30% = 2.1%).
Counts are exact until they are shown: totals are rounded up (you cannot hold 0.4 of a meeting), and rates a day or a week keep one decimal.
Working days and the sales cycle
Deals that close in the period start as leads a sales cycle earlier. So the plan moves the lead flow back by the cycle — for deals closing in a quarter with a 45-day cycle, new leads have to come in from 45 days before the quarter starts to 45 days before it ends — and spreads the leads and calls over the working days of that window: the days of the week you tick, less the holidays and days off you enter. A month is a calendar month of the period and a week is seven days.
The capacity check
Each rep’s daily calls or emails and weekly meetings are compared with what one rep can do. When the plan asks for more, the check says how many reps it would take at that pace (the larger of the two checks, rounded up). The other levers are the ones the sensitivity view shows: a better rate at any stage or a larger average deal shrinks every stage before it.
Rates from your CRM
Count, over the same past period, how many records reached each stage — every lead created, every first conversation, every meeting held, every proposal sent, every deal won — and the rate of each stage is the next count ÷ this one. Use a period long enough to hold a few dozen deals, and the same kind of leads you will work this period: rates from one source or segment do not carry over to another.
Limitations
- Every rate is taken to hold for the whole period and for every rep; real rates move with the lead source, the season and the rep.
- The deals in the open pipeline are not counted unless you add their expected revenue to the revenue already won.
- The sales cycle is one average; deals of a longer cycle land later.
- Holidays are taken off both the period and the earlier lead-flow window, as one number of days.
Privacy
On this device; its files download once
Everything happens in your browser. What you enter or open here is not uploaded or stored by MySmartCoPilot. Loads the PDF engine from this site the first time a PDF is made. Your targets and rates never leave this browser.
Frequently asked questions
What do I get without a pass?
Without a pass, Sales Goal Calculator (Reverse Funnel to Hit Quota) shows the total new leads needed in full, with your stages and the first step of the working; the per-stage, weekly and per-rep plan and the exports are locked. Until you unlock it, the result can’t be downloaded or copied. A Pro, Premium or Ultimate pass, a one-time payment that never renews, unlocks the full result. The pricing page lists the passes and their prices.
How do I work out how many leads I need to hit my quota?
Divide what is left of the quota by the average deal size to get the deals, then divide by each conversion rate in turn, from the last stage back to the first. 60 deals at a 2.1% lead-to-deal rate need 60 ÷ 0.021 = 2,858 new leads.
Where do I find my conversion rates?
In your CRM: count how many reached each stage over a past period and divide each count by the one before. Switch to Counts from your CRM and type the counts; the rates are worked out for you.
Why does the plan start before the period?
Because of the sales cycle. A lead takes, say, 45 days to close, so the deals that close in the last weeks of the period come from leads found 45 days earlier: the activity has to start a cycle before the period does.
What if the plan needs more calls than my reps can make?
Then the target needs more reps, better rates or larger deals. The capacity check says how many reps the plan needs at the pace you entered, and the sensitivity view shows what a better win rate or a larger deal saves.
Do I need a pass?
For the plan by stage, week, working day and rep, the chart, the sensitivity view and the exports, yes: a Pro pass unlocks every Pro tool. Without a pass you see a free preview: the total new leads needed in full, with the first step of the working.