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Input Variables
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Gross Revenue Target for Period
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Number of Months in Period
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Number of Salespeople Working
Leads
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Average Sale (Order,
Transaction) Value
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Gross Margin % per Sales
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Promotional Costs (advertising,
direct marketing, PR, sales promotion, etc.)
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Selling Costs (payroll,
incentives, training, supporting costs)
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Percentage of Sales Coming from
marketing programs. (Use 100% if all
leads and sales generated are the direct result of marketing programs. This same percentage will be used to
allocate all or a portion of the total selling costs to the breakeven, and
profit and loss calculations for marketing programs.)
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Projected Conversion Rates
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Conversion Rate % of Inquiries
to Leads (Use 100% if you don't distinguish between inquiries and leads.)
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Conversion Rate % of Leads to
Opportunities
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Conversion Rate % of
Opportunities (Use 100% of you don't distinguish between opportunities and
qualified opportunities.)
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Conversion Rate % of Qualified
Opportunities to Sales (Closes)
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Revenue from Marketing Program
Leads
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Total Program Leads
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# of Sales from Marketing
Programs
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# of Qualified Opportunities
Needed
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# of Qualified Leads Needed
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# of Leads Needed
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# of Inquiries Needed
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Per Sales Rep (Account
Executive)
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# of Leads Needed / Sales Rep /
Period
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# of Leads Needed / Sales Rep /
Month
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# of Qualified Opportunities
Needed / Sales Rep / Period
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# of Sales Needed / Sales Rep /
Period
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# of Qualified Opportunities
Needed / Sales Rep / Month
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# of Sales Needed / Sales Rep /
Month
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Costs & ROI Projections
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Cost per Inquiry
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Cost per Lead
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Cost per Qualified Lead
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Cost per Qualified Opportunity
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Cost per Sale
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Total Marketing Programs
Expenditures for Period (All promotional costs including sales selling costs)
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Profits & ROI Calculations
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Product Costs Percentage
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Sold Product Costs
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Total Product, Marketing &
Selling Costs (Total Investment)
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Profit $s Generated from
Marketing Programs
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ROI
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Instructions
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Enter your values in
the open cells and the results will be automatically calculated. You can
adjust the various input values to see their impact on the quantity of leads
that need to be generated to hit your revenue target for the period.
Enter your conversion rates as whole numbers from 0 to 100. The values
range from 0% to 100%. If you don't
distinguish between inquiries and leads, you may enter 100% for
"inquiries to leads." The calculator will generate the same number
of inquiries and leads. The same convention can be applied if you don't
distinguish between opportunities and qualified opportunities, you may enter
100% for "opportunities to qualified opportunities." The calculator
will generate the same number of opportunities and qualified
opportunities.
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