In the first section "Conversion Rates," enter the conversion rate percentages for each step in the lead conversion process. Enter the rates as whole numbers (50%, enter 50). We have defined four stages and you can see detailed definitions for each of these stages on the Sales Funnel / Demand Waterfall page of our website. 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.

In the second section "Revenue Projections," 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. 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. Enter this rate as a whole number (10%, enter 10).

In the third section "Lead Forecaster," the 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. You can do "what-if-analysis" by changing the conversion rates or any of the other variables in the calculation.