To achieve a revenue target, sales and marketing professionals should calculate how many customers, prospects and sales leads they need. They should also account for the time it takes to convert a lead to a prospect, the time it takes to convert a prospect to a customer and the forecasted cost of the sales leads. The calculations are straightforward. This worksheet will step you through them.
This worksheet (pdf) will help you to calculate the customers, prospects, and sales leads needed to reach a revenue target:
This spreadsheet (Excel) uses the same example as the worksheet:
About the Author
David Lamont is an award winning senior sales-focused marketing executive with a record of accelerating revenue growth by generating demand, launching products, building brands and expanding sales channels. He’s helped both Fortune 500 firms and start-ups win enterprise, government, educational, OEM, distribution and resale customers in the Americas, Europe and Asia.