Calculator inputs
Example data table
| Scenario | Total Leads | MQLs | Composite Score | Estimated SQLs | Projected Revenue |
|---|---|---|---|---|---|
| Inbound campaign | 1200 | 240 | 75% | 107.64 | $56,938.56 |
| Partner sourced | 650 | 180 | 81% | 101.73 | $61,100.00 |
| Outbound sequence | 1800 | 210 | 64% | 74.09 | $32,925.00 |
Formula used
Composite lead score = (ICP Fit × 0.25) + (Engagement × 0.20) + (Pain/Need × 0.15) + (Budget Fit × 0.10) + (Authority Access × 0.15) + (Timeline Readiness × 0.15).
Estimated SQLs = Base MQL Count × Composite Score × Sales Acceptance Rate × (1 − Disqualification Risk).
Base MQL Count uses the entered MQL total. If MQL count is zero, the calculator estimates MQLs from Total Leads × Lead to MQL Rate.
Projected revenue = Estimated SQLs × SQL to Opportunity Rate × Opportunity to Win Rate × Average Deal Value.
SQLs needed for target = Revenue Target ÷ Average Deal Value ÷ Opportunity to Win Rate ÷ SQL to Opportunity Rate.
How to use this calculator
- Enter your total lead volume and current MQL count.
- Add conversion assumptions for lead-to-MQL, SQL-to-opportunity, and opportunity-to-win performance.
- Score fit, engagement, need, budget, authority, and timing on a 0 to 100 scale.
- Set your acceptable SQL threshold and disqualification risk.
- Enter average deal value and revenue target for planning.
- Press Calculate SQLs to show results above the form.
- Use the CSV or PDF buttons to export your output.
Why this calculator helps
This calculator turns marketing and sales assumptions into one planning view. It helps revenue teams estimate SQL volume, compare channels, set handoff rules, and spot whether current lead quality supports pipeline goals. Because the model includes fit, buying signals, and downstream funnel rates, it is more useful than a simple volume count.
Teams can also test scenarios. For example, improving authority access or reducing disqualification risk often changes SQL output faster than increasing raw lead volume. That makes the tool useful for pipeline reviews, campaign planning, territory planning, and sales-marketing alignment discussions.
Frequently asked questions
1. What is a sales qualified lead?
A sales qualified lead is a prospect that meets agreed qualification standards and is ready for direct sales follow-up.
2. Why include both MQL count and lead volume?
Some teams track MQLs directly. Others only know top-of-funnel volume. This calculator supports both approaches.
3. How should I score fit and intent inputs?
Use your internal rubric. Higher values should represent stronger fit, clearer need, better authority access, and faster buying timelines.
4. What does the SQL threshold mean?
The threshold is your minimum composite score for calling a lead sales ready. Adjust it to match team standards.
5. Can this calculator replace CRM stage definitions?
No. It supports planning and forecasting, but your CRM stage rules and sales playbooks should remain the system of record.
6. Why is disqualification risk separated?
It captures missing data, poor timing, duplicates, and other issues that reduce true sales readiness after scoring looks strong.
7. When should I update the assumptions?
Refresh inputs monthly or after major campaign, pricing, territory, or process changes so the output stays realistic.