Divide the revenue target by average deal size to get deals, divide deals by your win rate to get qualified opportunities, and divide those by the share of first meetings that qualify. Spread the result over the months you have.
A worked example
Say you want ₹2 crore in new revenue in 12 months and your average deal is ₹20 lakh. You need 10 deals. If you win 1 in 4 qualified opportunities, you need 40 opportunities. If 4 in 10 first meetings become qualified opportunities, you need 100 meetings, or about 9 a month.
Timing matters too. With a three-month sales cycle, those 100 meetings have to happen in the first nine months for the deals to close in time, which means about 12 a month rather than 9.
These conversion rates are illustrations. Use your own from the last 12 months.
Why the number is usually higher than expected
Most teams overestimate their win rate because they count only deals that reached a proposal. Count every qualified opportunity that reached a decision, including those lost to no decision.
Three ways to close the gap
- Raise deal size by selling to larger accounts or packaging more value.
- Raise the win rate with stricter qualification, such as MEDDPICC.
- Book more first meetings with the right buyers.
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