// pipeline_math_101

Pipeline Math 101: Working Backwards From the Number

Hope is not a number. This is.

Start from the revenue goal and walk backwards through your real funnel until it becomes a weekly activity number per rep. From the article GTM Is Not a Launch. It's an Engine. by Alec Stanners.

THE INPUTS

New MRR goal for the next 12 months

Total new monthly recurring you need to add by year end.

Average MRR per deal

Close rate, opportunity to won

30%

First meeting to real opportunity

50%

The share of first meetings that turn into a qualified opportunity.

Conversation to booked meeting

20%

Real conversations and touches, not dials into voicemail.

Reps carrying the number

Selling weeks per year

Subtract holidays, events, kickoffs, and the week nobody sells.

THE MATH

Deals neededgoal divided by average MRR per deal

Real opportunities neededdeals divided by close rate

223

First meetings neededopportunities divided by meeting conversion

446

Conversations neededmeetings divided by booking rate

2,228

Meetings per rep per weekthe calendar reality check

3.2

Conversations per rep per weekthe number that goes on the wall

16.1

VERDICT