As an example we will use the following data:
The conversion rate into sales is 20%.
The average order size is 20,000 rubles.
Number of orders from existing customers - 10.
Number of incoming leads: 60 per year.
Let's start calculating:
1. Divide the quota by the average order size
Let's say your sales quota is 1,000,000 rubles per year. Divide usa phone number data the quota (1,000,000) by the average order value (20,000) to get the number of transactions (50) required to meet the sales quota.
2. Subtract transactions made by current customers
We subtract the number of purchases (10) made by the current customer base from the indicator calculated above (50), and we get the number of sales (40) that will need to be made.
3. Divide the number of deals required to meet the quota by the lead conversion rate
We divide 40 by the lead conversion rate (20%) and get 200 - the number of leads required to close the number of deals calculated above.
4. Subtract incoming leads from total leads
From the value determined in the previous step (200), we subtract the number of incoming leads - attracted through inbound marketing (60), and we get Lead Deficit, which in this case is 140. Therefore, to achieve the sales quota of 1,000,000 rubles, we will need to attract 140 leads.