DealPoint DQ Opportunity Calculator

	A	B	C	D	E	F	G	H	I	J	K	L	M	N
1	MQL Leads (top of funnel)	400							Kick To Curb Disqualification Opportunity Calculator
2	ACV	$50,000		ACTUAL QUARTER RESULTS
3	Quota (quarter)	$300,000		Closed won		6			Visualize how much time you could spend on new prospecting if you did a better job disqualifiying
4	Annual Quota	$1,200,000		Revenue		$300,000			Increasing conversion at earlier stages doesn't necessarily increase conversion at the end;
5	Hours in Quarter (1 SDR+1 AE)	1000		Over/ Under Quota		$0			you might just be letting bad deals go longer than they should. Put another way:
6	% Spent Selling	75%		Hours on good deals		141			Are you DQ'ing to find the Gold in the Dirt, or educating & pursuading to create Diamonds from Carbon?
7	Hours of Selling per Quarter	750		Hours on bad deals		609
8				Un-worked hours		0			Instructions
9	BEST CASE SCENARIO			Total non-Productive Hours		609			1. Edit yellow fields with your org's numbers
10	Total hrs per successful deal	24		% of selling time on bad deals		81%			2. Table shows hours spent on all deals, and which hours are on deals that are destined to fail
11	Total possible Deals per Quarter	31		Add'l Deals Potential		25			3. Graph visualizes those "wasted" hours as new time to prospect if you DQ earlier
12	100% Optimized Revenue Potential	$1,562,500		Add'l Revenue Potential		$1,268,750
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14									FEEL FREE TO MAKE A COPY but please keep the link to DealPoint.
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16	Stage	Prospects	Stage Exit Success Rate	Value in pipeline (unweighted)	Hrs/Stage per Deal	Total Hrs	Time on Won Deals	Time on Lost Deals	Good opps	Wasted Opps	Potential add'l prospecting time	This Stage to Won Conversion Rate	Potential add'l hours per stage at 2x coverage	Coverage
17	Fresh Prospecting (sum of wasted hrs)	1218			0.5						609
18	MQL Leads	400	25%	$20,000,000	0.5	200	3	197	6	394		2%	67	67x
19	Discovery (SAL)	100	25%	$5,000,000	2	200	12	188	6	94		6%	67	17x
20	Needs Analysis (SQL)	25	60%	$1,250,000	8	200	48	152	6	19		24%	67	4x
21	Negotiate (Commit)	15	40%	$750,000	8	120	48	72	6	9		40%	40	3x
22	Closed Won	6		$300,000	5	30	30	0	6	0		100%	10	1x
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