SDR meetings needed for a revenue goal: a funnel calculator
Try it: meetings needed for a revenue goal
The defaults are example figures, not benchmarks. Use your own CRM history.
With the defaults, £500,000 at £25,000 a deal needs 20 deals. At a 20% win rate that is 100 opportunities. At a 45% meeting to opportunity rate, it is 223 held meetings.
How the calculator works
- Deals needed is the goal divided by the average deal, rounded up.
- Opportunities needed is deals divided by the win rate, rounded up.
- Held meetings needed is opportunities divided by the meeting to opportunity rate, rounded up.
Where the rates come from
Use rates from your own CRM for the last two quarters. Use the same definition of opportunity each time. For the meeting rate, see the meeting to opportunity rate guide.
Turn meetings into SDR headcount
- Divide the meetings by the months in your plan to get a monthly goal.
- Divide that by the meetings one ramped SDR holds a month.
- Check the cost with the cost per meeting calculator.
- Check the activity with the dials per day calculator.
Next, set a fair goal for new reps with the ramp quota calculator.
Questions
How many meetings does an SDR team need to hit a revenue goal?
Divide the goal by deal size, then by win rate, then by meeting to opportunity rate. The calculator does the steps.
Which rates should I use?
Use your own CRM history for two quarters, with one written definition of opportunity.
Does this include SDR ramp time?
No. It gives held meetings. Set ramped goals separately.
Also: SDR capacity planner.
Related guides
SDR meeting to opportunity rate
The formula, public benchmarks and what to check when it is low.
SDR cost per meeting calculator
Pay, on-costs and tools divided by meetings held and accepted.
SDR ramp quota calculator
A fair quota for each of a new rep's first months.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.