Work backwards from your number
A quota feels huge and vague until you turn it into today's activity. This calculator runs your sales funnel in reverse:
Then it splits the yearly totals across your selling weeks and days, so "$600k" turns into a number of dials and meetings you can actually plan your calendar around.
Worked example
With a $600,000 target, $25,000 average deals, a 25% win rate, 50% of meetings becoming opportunities, 20% of conversations booking a meeting and 10% of dials reaching someone:
| Stage | Per year | Per week (46 wks) | Per day |
|---|---|---|---|
| Deals | 24 | 0.5 | 0.1 |
| Opportunities | 96 | 2.1 | 0.4 |
| Meetings | 192 | 4.2 | 0.8 |
| Conversations | 960 | 20.9 | 4.2 |
| Dials / touches | 9,600 | 208.7 | 41.7 |
About 42 dials and 4 real conversations a day. That's a specific target you can check yourself against every afternoon.
Find the lever that moves the most
Every rate in the funnel multiplies everything above it. Raise the win rate in the example from 25% to 30% and the daily dials drop from about 42 to about 35, roughly 17% less prospecting for the same number. Better discovery calls, tighter qualification and faster follow-up often beat simply dialing more. Change one input at a time above and watch which one moves your daily number the most.
Where to get your real conversion rates
- Your CRM: pull the last 3–6 months. Count meetings held, opportunities created and deals won, and divide each stage by the one before it.
- Your manager or top rep: they usually know the team's rough ratios.
- Brand new? Start with the defaults as a placeholder, track your own activity for a month, then swap in your real numbers. The example rates here aren't benchmarks. Teams and industries vary a lot.
Don't forget the time lag
The activity you do this month mostly closes in a later month. With a 60-day sales cycle, January's prospecting pays off around March. If you're behind, the fix starts today, not at the end of the quarter.
FAQ
How many sales calls do I need to make per day?
Divide your revenue target by your average deal size to get deals, then work back through your win rate, meeting-to-opportunity rate, conversation-to-meeting rate and connect rate. Divide the yearly dials by your selling days. This calculator does each step and rounds up.
What is a reverse sales funnel?
It's the same funnel run backwards. Instead of asking 'how much will my activity produce?' you start with the result you need and work out the activity it takes.
What win rate should I use?
Use your own historical win rate from your CRM: deals won ÷ opportunities that reached a decision. If you don't have data yet, use a conservative placeholder and update it after a month or two.
Can I start from how much money I want to make?
Yes. Switch 'Start from' to a commission income goal. Enter the commission you want and your average commission rate, and the calculator works out the revenue you need to sell.
Why do selling weeks default to 46?
52 weeks minus vacation, public holidays, training and the slow weeks around the holidays leaves most reps with roughly 44–48 real selling weeks. Change it to match your year.