How Many Leads Do Our Sales Executives Need?
Jan 04, 2016
The bigger question is “how many leads does the overall business need to hit its revenue targets?” This is a question that perplexes many marketers when they sit down to plan their marketing activities for the next quarter, half or year. There are a lot of factors that go into determining the answer to this question, and I will address those in future articles. But, for now, I want to focus on something that is of immediate interest to your sales team, and that’s how many leads do they each need to make their personal quota for the period?
Lead flow planning is difficult, but here’s a tool that will make it easier for you when doing your forecasting.
Our lead flow planning tool will help you calculate the number of leads that you need to have in the pipeline for each sales executive at the beginning of a sales cycle in order for them to hit their revenue targets for a specific time period. It takes into consideration the percentage of quota that the sales executive will generate from leads that they are already working or leads that they have developed on their own.
The calculator will tell you very quickly if you have enough leads in the pipeline for your sales executives to make their quotas. It won’t tell you what you need to do to generate those leads, but it will give you an indication of whether or not you’re going to fall short or exceed your goals. If used far enough in advance, it can help you plan the marketing activities that need to be executed to keep the lead pipeline full.
Visit our site to use the tool. You’ll also find many other useful tools for planning and analyzing your marketing programs. Click the link below.
Dudley Stevenson, founder and CEO of DWS Associates, has over thirty-five years’ experience in consumer marketing, business-to-business marketing, and direct marketing, including developing, planning, and implementing go-to-market strategies. He's also the author of "Marketing Direct: Breaking Through The Clutter." Working with organizations ranging from start-ups to Fortune 100 companies, he and his team have helped clients such as IBM, Sony, Neiman Marcus, Arizona Highways, Marshall Field & Co., Mrs. Field’s, UNICEF, and Patagonia implement successful direct marketing programs. A longtime member of the Direct Marketing Association and the American Marketing Association, Stevenson is also a sought-after speaker. He’s given hundreds of presentations and workshops on marketing and direct marketing. His “Marketing Planning 101” workshop alone has reached more than 100,000 marketing and sales professionals.