Free tool

Sales Pipeline Calculator

Enter your revenue target, deal size, and stage conversion rates. Get the exact number of deals, proposals, demos, and leads the plan requires, then check whether one rep can realistically do it.

The target

Pick the period, then enter the revenue target and average deal size. Everything below is solved backwards from those two numbers.

Closed won revenue for the whole team, not per rep
First-year contract value on new business, excluding expansion
Head count that closes deals. Count a ramping rep as half a head.

Stage conversion rates

Use your own last four quarters, not the benchmark you wish were true. If you do not have the data, that is the first thing to fix.

Of 100 raw leads, how many pass qualification
30%1% to 100%
Of 100 qualified leads, how many book and attend a demo
45%1% to 100%
Of 100 demos, how many end in a priced proposal
55%1% to 100%
Of 100 proposals, how many sign. Count the ones that went dark as losses.
25%1% to 100%

Required volume by stage

Whole-team totals for the quarter. Read it bottom up: each stage is the one below it divided by its conversion rate.

Raw leads4,490
Top of funnel, before anyone qualifies them
Qualified leads1,347
30% of raw leads
Demos held607
45% of qualified leads
Proposals sent334
55% of demos
Deals closed won84
25% of proposals
84
Deals to close this quarter
$1,500,000 at $18,000 per deal
Raw leads needed this quarter
Top of funnel volume that supports the whole plan
4,490
Qualified leads needed this quarter
1,347
Demos to run this quarter
607
Proposals to send this quarter
334
Raw lead to closed won
End to end conversion across all four stages
1.9%
Revenue per raw lead
Target divided by raw leads: the ceiling on what you can pay to source one
$334

Per rep

The same quarter split across 5 quota carriers.

17
Deals to close per rep
122
Demos to run per rep
898
Raw leads per rep
Demos to run per rep, per week
Rounded up: you cannot book a fraction of a meeting
10
Proposals to send per rep, per week
6
New raw leads per rep, per week
Sourced by marketing, an SDR, or the rep themselves
70
Quota per rep for the quarter
$300,000
Run this plan: 10 demos per rep per week is a normal full-cycle load
Achievable for an AE who is not also doing all their own prospecting. Protect the calendar and staff the top of the funnel, because at this rate two weeks of broken meeting flow puts the whole period out of reach.

How this works

The formula, running backwards

Start at the bottom: deals needed equals revenue target divided by average deal size. Then walk up one stage at a time, dividing by each conversion rate. Proposals equals deals divided by win rate. Demos equals proposals divided by the demo to proposal rate. Qualified leads equals demos divided by the qualified to demo rate. Raw leads equals qualified divided by the lead to qualified rate. Four divisions, and the answer is usually an order of magnitude larger than anyone guessed in the planning meeting.

The mistake almost everyone makes

Multiplying the stage rates together instead of dividing, or worse, applying win rate as a separate multiplier on top of a funnel that already includes it. Win rate is the proposal to closed-won step, not an extra tax on the whole funnel. Count it twice and your lead requirement inflates by four or five times, which is how teams end up buying lead volume they never needed. The second mistake is using conversion rates from a benchmark report rather than your own last four quarters.

What a realistic per-rep load looks like

A full-cycle AE who also prospects sustains five to eight real demos a week. With dedicated SDR support, ten to twelve. Anything above fifteen is a spreadsheet number: it assumes zero no-shows, zero prep, zero admin, and no holidays. If the calculator puts you there, the target is not wrong but the route to it is. Lift average deal size, fix the demo to proposal rate, or add heads. Deciding that in the planning meeting is cheap. Discovering it in week ten of the quarter is not.

Why the top-of-funnel number is the honest one

Revenue per raw lead is the figure worth writing down. It tells you what a lead is worth and therefore the absolute ceiling on what you can pay to acquire one, across paid, outbound, and content. Teams that track cost per lead without knowing revenue per lead are optimising one half of a ratio. If revenue per raw lead is $400 and you are paying $500 to source one, no amount of conversion coaching fixes that.

Your funnel maths should update itself

This calculator uses the conversion rates you type in. Dalil measures them from the deals in your CRM, runs the email, LinkedIn, and WhatsApp sequences that feed the top of the funnel, and shows you in real time whether the required volume is actually landing.