CRM, lead flow and sales techniques · Sales enablement and the marketing-sales agreement
Divide the revenue goal backwards and you know how many leads a month to chase.
A lead target calculator works backwards from your monthly revenue goal to the number of customers, opportunities and qualified leads you need, using your own average deal size and conversion rates. This page covers the sums, the lead-value version and the one-line agreement they feed.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A lead target calculator works backwards from your monthly revenue goal to the number of customers, opportunities and qualified leads you need, using your own average deal size and conversion rates. This page covers the sums, the lead-value version and the one-line agreement they feed.
A Surat fabric trader needs ₹8 lakh a month in new business. Ask how many enquiries that takes and the answer is a shrug, so the marketing person aims for as many as possible and the reps drown. The number was always calculable from the invoice book.
The sums are four lines. Average deal size is revenue divided by deals closed. Customers needed is the monthly goal divided by that deal size. Opportunities needed is customers divided by your opportunity-to-close rate. Leads needed is opportunities divided by your lead-to-opportunity rate. Every input comes from your own last twelve months.
The owner supplies the goal and signs the result; the sales head supplies the conversion rates from CRM or the order register; whoever owns lead generation, in-house or at an agency, receives the target. If nobody owns lead generation, that is the first finding.
The target feeds the written promise between the two teams, and it follows the shared revenue goal. It is arithmetic on your history, so it breaks if the history is thin.
Where this sits
Topic 1 of 13 in crm, lead flow and sales techniques: sales enablement and the marketing-sales agreement. What sales and marketing agree on so leads move cleanly between them.
- The topic after
- Personas and positioning
If you want this done for you
Write down exactly how fast sales must call a lead marketing hands over.
The work
What this is actually like.
“Keep every figure before GST”
Deal sizes with GST in them inflate the average and shrink the lead count you think you need. Pull values from invoices excluding GST. Do the same for the goal, so numerator and denominator are the same kind of rupee.
“Leads are not all equal”
A quotation request and a brochure download are different animals, and an average across them hides which source pays. Do the second version of the calculator by lead type: quote request, WhatsApp enquiry, marketplace buy-lead, with value per lead.
“Rates from six months of data beat rates from memory”
The sales head will say one in three closes. Count the quotations and orders and it may be one in nine. Use the count, and if the count cannot be made because nothing was recorded, the first target is to start recording.
“Agree the contact window you can keep”
Choose a response window sales can sustain every day of the month, including the day the senior rep is at a customer. A promise of one hour that breaks on the third day teaches marketing to ignore the whole agreement.
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 deal size
Twelve months of revenue before GST and the number of deals, divided. Show the figure by product line if the lines are far apart.
Result: Finished when the accountant agrees the revenue figure matches the books.
Leads-needed sheet
Columns: monthly goal, average deal, customers needed, close rate, opportunities needed, lead-to-opportunity rate, leads needed. Each rate has a note saying where the count came from.
Result: Finished when you can point to the register or CRM report behind every rate.
Lead-value table
Rows by lead type, with leads in six months, customers won, average customer value and value per lead. Then the monthly rupee target from marketing-sourced leads.
Result: Finished when the rupee target is split by type and the types add up to it.
Agreement sentence
One sentence signed by both leads: marketing delivers this many qualified leads, or this rupee value, and sales calls each one within the window.
Result: Finished when both leads have signed and the sentence is on the wall where the team works.
Monthly attainment row
Leads delivered, leads contacted inside the window, and the gap, entered by marketing and sales on the last working day.
Result: Finished when the row is filled in for the first month without anyone being chased.
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 marketing team?
How do I get the conversion rates?
The result looks impossible. What now?
Should I recalculate every month?
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.
Services
The rest of sales enablement and the marketing-sales agreement
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.