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Sales
Executive - Lead Flow Planning Calculator
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Use this tool to calculate the number of leads that you need to
have in the pipeline for each sales executive (rep) at the beginning of a
sales cycle in order to achieve the desired gross revenue for the specified
period based on the number of account executives and the average transaction
value.
In the left hand column, enter the projected total revenue for the period,
the number of sales executives (reps), the revenue quota per rep, the
percentage of sales quota that will be self-generated by each of the reps,
and the average transaction value. In
the right hand column, enter the conversion rate percentages for each step in
the lead conversion process. We have defined four stages and you can see detailed definitions for each of these
stages on the Sales Funnel / Demand Waterfall page of this site. If you don’t define your process in this
manner, you can enter 100% at any stage that you don’t include to generate
the number of total leads needed at the beginning of your sales cycle.
The percentage of quota self-generated is
the percentage of total sales that the rep will
generate from leads they are already working in the
pipeline or leads that they develop and work on
their own. This calculator tells you how many
leads you have to generate through other marketing
efforts that the rep will need in addition to the
ones they are already working to make their total
sales quota.
Use the "Reset" key to reset all variables back to their initial
state. You may also print a hard copy
of your analysis by clicking on the "Print" key.
Note: This calculator only determines the number of leads that need to be
in the pipeline at the beginning of the sales cycle. If you want to calculate the necessary
circulation for marketing campaigns to generate these inquiries/leads, you
can use our Campaign Inquiry Response Calculator.
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Projected Revenue for Period
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Conversion Rates:
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# of reps
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Enter the percentage conversion
rate for each stage.
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Revenue quota per rep
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Inquiries to Leads
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Leads to Opportunities
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% of quota self-generated
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Opportunities to Qualified Opportunities
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Qualified Opportunities to Closes
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Quota requiring lead
generation support
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Revenue per transaction
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# of closes
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# of qualified opportunities
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# of opportunities
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# of sales qualified leads that the rep will require
at the beginning of the period to hit their sales
quota target. |
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# of leads
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# of marketing qualified leads
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Total #
of Inquiries needed at beginning of sales cycle
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# of Inquiries needed at the
beginning of the lead generation - nurturing - sales cycle
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© 2014 DWS Associates. All
Rights Reserved.
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