Free template · RevOps, CRM & metrics
Reverse Funnel Calculator
Work back from your revenue goal to the deals, meetings and accounts you need each week.
What's inside
- Deals, opportunities and meetings needed
- Accounts to contact for the goal
- Totals and per-week numbers
- Your own conversion rates as inputs
Who it's for
Founders turning a revenue target into a weekly activity plan.
Why it matters
A quarterly revenue goal is hard to act on by itself. It does not tell a founder how many prospects to contact on Monday or how many meetings the week needs. Without that link, teams either underestimate the activity required or only notice the gap in the last few weeks of the quarter.
Working backwards from the goal, one conversion step at a time, shows what the target really demands at the top of the funnel. It also shows which rate matters most. A small drop in meetings booked per account contacted can double the number of accounts you need, which is useful to know before committing to a number.
How to use it
- 1Enter your new revenue goal, average first-year deal size and the number of weeks in the period on the Calculator tab.
- 2Replace the placeholder conversion rates with your own: win rate, meeting to opportunity, show rate and meetings booked per account contacted.
- 3Read the Needed table for deals, opportunities, meetings held, meetings booked and accounts to contact, both in total and per week.
- 4Change one conversion rate at a time to see which stage has the biggest effect on weekly activity, and focus improvement there.
Read alongside it
- How to build a sales pipeline (step by step)
- Pipeline coverage explained (the 3x rule and when it applies)
- Outbound metrics to track (and the benchmarks that matter)
Reverse Funnel Calculator: FAQ
- What is a reverse funnel calculation?
- It starts from a revenue goal and divides back through each stage of the sales funnel. Revenue divided by deal size gives deals needed, deals divided by win rate gives opportunities, and so on up to the number of accounts you need to contact. It turns a target into a weekly activity plan.
- How many sales meetings do I need to hit my revenue target?
- Divide your revenue goal by average deal size to get deals needed. Divide that by your win rate to get opportunities, then by your meeting-to-opportunity rate to get meetings held. Divide by your show rate to get meetings booked. Your own conversion rates make the answer reliable.
- What if I do not know my conversion rates yet?
- Use cautious estimates to start, mark them clearly as placeholders and begin tracking real rates right away. Even a few weeks of data on meetings booked, shows and opportunities is better than a borrowed benchmark. Update the calculator as your numbers come in.
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