Sales
Sales Target Planner
Work backwards from a revenue target to deals, opportunities and leads, per month, week and rep.
- Time: 5 minutes
- With: Sales leaders, founders, SDR managers
- You get: The activity needed to hit the target
How to use this worksheet
- Enter the revenue target and the average deal size.
- Enter your win rate on qualified opportunities and, if you know it, the share of leads that become qualified opportunities.
- Optionally add the number of reps, the period length and your sales cycle.
- Compare the result with what your team creates today.
Target and conversion rates
Use realistic numbers from your last four quarters.
What you need
Before you finish
- The win rate is measured on qualified opportunities.
- Average deal size excludes outliers.
- You compared the result with the activity your team creates today.
Why start from opportunities
Revenue follows opportunities, and opportunities follow leads. Working backwards turns a number nobody can act on into daily and weekly activity. If the numbers look out of reach, either the target, the conversion rates or the activity must change.
Mind the sales cycle: opportunities created too late will not close within the period, so the plan has to be front-loaded.
Recommended reading
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- Predictable RevenueAaron Ross & Marylou Tyler
How specialised roles and a clear process built a repeatable outbound pipeline.
- Fanatical ProspectingJeb Blount
Prospecting discipline and the daily activity that fills a pipeline.
- The Sales Acceleration FormulaMark Roberge
Data-driven sales hiring, training and management from HubSpot's early growth.