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Reverse Funnel Calculator

Start from the revenue goal and work backward. How many deals, opps, demos, and outbound touches does your number actually require? Pre-loaded with velocity sales benchmarks. Change anything.

Your numbers

Annual new ARR goal

Average contract value (ACV)

Close rate (qualified opp → won) Velocity benchmark: 20-30%

Demo-to-opp rate (demo held → qualified opp) Velocity benchmark: 40-60%

Show rate (demo booked → held) Velocity benchmark: 70-85%

Outbound touches per demo booked Cold sequences typically book 1 meeting per 40-80 touches. Inbound-heavy motions can lower this.

What your goal requires

Outbound touches per month —

Deals to close per year —

Deals to close per month —

Qualified opps needed per month —

Demos held per month —

Demos booked per month —

Touches per working day (21/mo) —

Outbound rep capacity needed (at 100 touches/day) —

How the math works: deals = goal ÷ ACV. Opps = deals ÷ close rate. Demos held = opps ÷ demo-to-opp rate. Demos booked = held ÷ show rate. Touches = booked × touches-per-booking. The defaults are velocity sales benchmarks from the 5 Velocity Sales Metrics; replace them with your own funnel data for a real plan.

If the daily activity number looks impossible, the fix is usually conversion rates, not more volume. A documented playbook typically lifts demo-to-opp and close rates enough to cut the required activity by a third. That's the math behind the SAILS engagement.

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Reverse Funnel Calculator

Your numbers

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