Outbound Sales KPI Calculator

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1	Instructions
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3	How to use the KPI Calculator
4	The only fields that you will change on the sheet are filled in orange: ACV, Target Accounts, and ROS Multiple. Other fields update automatically (based on benchmark data) or progressively (from data inputs in editable fields).
5	Step #1 - Get your pipeline conversion benchmarks	Input the target Annual Contract Value (ACV) for the product you want to sell or the average ACV you want to achieve for your brand. Your benchmark conversion rates will automatically populate.
6	Step #2 - Calculate required Target Account List Size	Change the number in the Target Accounts cell until the value in the ARR Forecast cell matches your desired 12-month revenue goal.
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9	How to use the KPI Performance Tracker
10	The KPI Performance Scoreboard automatically populates with the Annual and Monthly KPI data from the calculator so that you can track your actual results against your planned Annual, Quarterly and Monthly forecasts results. The Stretch Goal is automatically calculated at 5% greater than your Planned Goal.
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12	Definitions
13	Annual Contract Value (ACV)	The amount of revenue, excluding one-time fees, you receive in one year from a new product sale
14	Benchmark Conversion Rates	Key metrics for recurring revenue product sales as a function of Annual Contract Value derived from the SaaS Sales Method
15	Annual Recurring Revenue (ARR) Forecast	The 12-month revenue goal for the product or plan you want to promote (not your whole company)
16	Return on Sales	Return on sales (ROS) is a ratio used to evaluate a company's operational efficiency. This measure provides insight into how much profit is being produced per dollar of sales. An increasing ROS indicates that a company is improving efficiency, while a decreasing ROS could signal impending financial troubles.
17	Customer Acquisition Costs	Customer Acquisition Cost (CAC) is the cost related to the resources used to acquire a new customer.
18	Worked	Worked is a sales pipleline stage that Companies on your Target Account List (also known as Prospect List) are moved to when at least one attempt to get in touch (ex. email sent, phone call made, etc.) with a listed Contact has been made.
19	Connected	Connected is a sales pipleline stage that Companies on your Target Account List (also known as Prospect List) are moved to when it is confirmed that direct contact has been made (via any channel) with a listed Contact (not a gatekeeper).
20	Discovery	Discovery is a sales pipleline stage that Companies on your Target Account List (also known as Prospect List) are moved to when a listed Contact has been booked for a Discovery Meeting.
21	Won	Won is a sales pipleline stage that Companies on your Target Account List (also known as Prospect List) are moved to when the Company has been scheduled for onboarding.
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