Introduction to this sales funnel calculator

Funnel Calculator™ is a 'back of the envelope' tool to help you calculate the answer to one of two questions:

1. Given a finite number of prospects, how many sales can you can generate? or
2. How many prospects do you need to achieve a your sales target?

To arrive at these answers, Funnel Calculator™ invites you to estimate how hard it will be to move your prospects through each of six identified stages in the 'buyer's journey'. The difficulty factors are set to realistic defaults, but by tabbing through the fields, you can change the two factors:

• Lag - which is the time (in weeks) it will take you to progress buyers from this stage to the next.
• Leakage - which is the % of buyers who will fail to progress through this stage within this Lag time.

So, here are the basic steps:

1. Tab through the Lag and Leakage values for each stage and change them as you go through;
2. Enter the size of the market at the top left (default is 1000) or the number of sales you need at the bottom right (default is 18);
3. Press the 'Calculate' button and Funnel Calculator™ will calculate your required number of prospects (customers up) and the number of sales from the market (prospects down).

Please note that because we round the results to the nearest whole number, it is usual that the 'prospects down' and the 'customers up' numbers don't align precisely. These tips are in a separate window to the Funnel Calculator™, so you can close this window once you are finished with these tips. You can also alt-tab between these tips and the Funnel Calculator™ as you get used to the calculator.

So, what's next?
Click to see how our three suggestions may help.

MathMarketing's Funnel Logic™ is a strategic marketing planning system used to improve marketing ROI. Our sales effectiveness software will guide your marketing planning process for optimising prospect progression through your marketing and sales funnel. This focus on sales pipeline management will yield improved sales force effectiveness for your organisation.

© 2005 MathMarketing, Level 10, 390 St Kilda Road,
Melbourne Victoria 3004, Australia
(Authors of the marketing strategy book - The Leaky Funnel )