Formula Used
- Closed-won deals = Monthly Quota ÷ Average Deal Size
- Opportunities (win-rate view) = Closed-won Deals ÷ Win Rate
- Proposals = Closed-won Deals ÷ Proposal-to-close Rate
- Opportunities (stage view) = Proposals ÷ Opportunity-to-proposal Rate
- Opportunities needed = max(win-rate view, stage view)
- Leads = Opportunities Needed ÷ Lead-to-opportunity Rate
- Activities = Leads × Activities per Lead
- Daily pacing = Monthly Metric ÷ Working Days
- Weekly pacing = Monthly Metric ÷ Weeks in Month
How to Use This Calculator
- Enter your monthly quota and average deal size.
- Add realistic conversion rates from your CRM reports.
- Set working days to match your calendar.
- Click calculate to generate monthly, weekly, and daily targets.
- Compare pipeline coverage and fill the shortfall early.
- Export CSV or PDF for weekly reviews and coaching.
Example Data Table
| Scenario | Quota ($) | Avg Deal ($) | Win Rate | Lead→Opp | Opp→Proposal | Proposal→Close |
|---|---|---|---|---|---|---|
| Balanced pipeline | 50,000 | 5,000 | 25% | 30% | 60% | 45% |
| High velocity | 35,000 | 3,500 | 28% | 35% | 65% | 50% |
| Enterprise cycle | 120,000 | 15,000 | 18% | 22% | 55% | 38% |
Quota-to-Deals Translation
This calculator converts a revenue target into a clear deal count by dividing quota by average deal size. That first number becomes the anchor for planning because every downstream target depends on it. If your average deal size shifts with packaging, discounting, or segment mix, update it monthly so pacing reflects reality and not last quarter’s average. Review last quarter attainment, then set a stretch quota that still fits your selling capacity this month.
Funnel Conversion Assumptions
Conversion rates determine how much top-of-funnel volume you must create. Win rate estimates opportunity quality, while lead-to-opportunity reflects qualification rigor. Stage rates for opportunity-to-proposal and proposal-to-close highlight where prospects stall. Using conservative percentages is safer for forecasting because it adds a buffer against seasonality, delayed decisions, and competitive pressure. Pull conversion rates from CRM cohorts, remove one-off deals, and refresh assumptions as territories or messaging changes.
Weekly and Daily Activity Pacing
Targets are distributed across working days and weeks to create manageable routines. Daily pacing supports coaching, while weekly pacing fits pipeline reviews. Activities per lead links execution to outcomes, turning lead requirements into calls, emails, and tasks. When activity capacity is limited, improve conversion rates first, then revisit territory focus and channel selection. Use the export during weekly reviews to compare planned pacing with actual activity and outcomes, then adjust.
Pipeline Coverage and Shortfall
Existing pipeline value is compared with quota to estimate coverage and highlight the gap that must be created. A shortfall indicates you need additional opportunities or larger deal sizes. Coverage is a directional indicator, not a guarantee, so validate with stage definitions, close dates, and probability rules. Update pipeline weekly to prevent end-of-month surprises. Break pipeline by stage and close week to validate coverage, and focus follow-ups on deals with next steps, with clear economic buyer alignment.
Sales Cycle Timing and Risk
Average sales cycle length affects when prospecting must begin. If your cycle exceeds the month, current-period quota relies on pipeline built earlier, and the calculator’s daily targets should be treated as next-month inputs. Combine cycle data with close-date hygiene to reduce slippage. Track leading indicators weekly and adjust messaging, follow-ups, and next steps accordingly.
FAQs
1) What should I use for average deal size?
Use the rolling average of your last 20–50 closed-won deals in the same segment. If pricing is changing, use the expected average for this month’s offers.
2) Which conversion rates matter most?
Win rate and lead-to-opportunity typically drive the biggest volume swings. Stage rates add precision by showing where deals drop, helping you target coaching and process fixes.
3) Why does the calculator take the higher opportunity requirement?
It compares a win-rate estimate with a stage-based estimate and selects the larger value. This conservative approach reduces the risk of under-building pipeline when stages leak.
4) How do I use pipeline coverage correctly?
Treat it as directional. Confirm open amounts are realistic, close dates are current, and stages follow consistent rules. Then compare coverage week by week, not only month-end.
5) What if my sales cycle is longer than a month?
Use the daily targets as forward-looking pipeline creation goals. For this month’s quota, rely on pipeline already created and focus on late-stage acceleration and forecast hygiene.
6) How can I lower required activity without lowering quota?
Improve conversion rates through better targeting, sharper qualification, and stronger follow-up. Increasing average deal size also reduces required deal count, which lowers leads and activities.