CRM, lead flow and sales techniques · Sales reporting and dashboards
Work back from the revenue target to the calls each rep must make.
An activity to revenue calculator takes your revenue target and divides it back through average order size and your own conversion rates to the proposals, visits and calls each rep needs. It separates leading from lagging indicators and ends in an activity target sheet.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
An activity to revenue calculator takes your revenue target and divides it back through average order size and your own conversion rates to the proposals, visits and calls each rep needs. It separates leading from lagging indicators and ends in an activity target sheet.
A medical-equipment dealer in Hyderabad sets a revenue target for the year and a target for each of four reps. Nobody works out how many hospital visits that needs. In August the owner finds that half the reps have done a third of the visits the number implied, and there is no time left to catch up.
The calculator is arithmetic on your own figures. Last year's revenue divided by orders won gives the average order. The target divided by that gives the orders needed. Then divide back through each step: proposals to orders, visits to proposals, calls to visits. The sales head fills the conversion rates from real records, and the owner agrees the result.
Without the rates from your CRM it is a guess. It comes after the sales goals are set and the reports exist, and it feeds the weekly indicator review. It replaces a target that is only a number at the top of a page.
Where this sits
Topic 9 of 13 in crm, lead flow and sales techniques: sales reporting and dashboards. Reports and dashboards that lead to action.
- The topic before
- CRM setup and data
- The topic after
- Frictionless selling
If you want this done for you
The target was set in a meeting, not built from what your team can carry.
The work
What this is actually like.
“Worked example, your own numbers go in”
Say the target is ₹1.2 crore and the average order is ₹30,000. That needs 400 orders. If one quotation in four becomes an order, that needs 1,600 quotations. Divide again by your visit-to-quotation rate to get visits. These figures are for illustration; use yours.
“Leading and lagging need to be on the same page”
Sales and conversion are lagging; they tell you what happened. Calls, visits and quotations are leading; they tell you what is about to happen. A weekly sheet with only the lagging ones reports problems after they cannot be fixed.
“Only logged activity counts”
A call on a rep's mobile or an order taken on WhatsApp counts if it is recorded the same day. Unlogged activity is invisible to the sheet, so the rule also cleans up the habit of logging at month end.
“Targets that ignore the calendar are wrong”
Monsoon lulls, wedding seasons, board exams and Diwali orders move the pace. Spread the monthly activity by your own seasonal pattern from last year's sales, not by dividing the year by twelve.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Average order and conversion inputs
Twelve months of revenue and orders won, and conversion rates at each step taken from the CRM or the order book.
Result: Finished when each rate has a source and the sheet shows the formula behind it.
Back-calculation sheet
A month-by-month, rep-by-rep chain that starts at the revenue target and works back to the orders, quotations, visits and calls needed.
Result: Finished when the owner can read off what one rep must do in a given week.
Rep gap table
Each rep's current monthly activity beside the required figure.
Result: Finished when every gap is either closed by a plan or accepted by the owner in writing.
Weekly indicator table
At least four leading and four lagging indicators with a weekly target and eight weeks of actuals.
Result: Finished when the sheet has eight weeks of figures and the sales meeting reads them.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What if we have no conversion history?
Will the targets make reps game the numbers?
Is this useful for a one-person sales team?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of sales reporting and dashboards
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.