www.sgopeoplehub.comSales Activity & Headcount Calculator
Work out the average outbound and inbound activity needed to book a discovery call, the meetings needed to close, the time it all takes, and how many reps you need to hit your number.
Download a PDF summary of the current model to share or save.
- Enter your annual revenue target and average deal value.
- Set the win ratios and meeting times for each stage of your sales funnel.
- Adjust the activity mix — share of meetings, conversion rates, and time per activity for calls, emails, LinkedIn, and inbound calls.
- Add or remove reps, name them, and change their hours, weeks, and selling-time productivity.
- Use Match team to target to auto-size the team based on the workload.
- Conversion ratio is a key driver in this model. At SGO PeopleHub, we know activity is only one side of sales — capability delivered from the right experience, skills and training creates much stronger win ratios, whilst utilising the right technology reduces the time spent to achieve the win.
- Enjoy playing with the numbers — the calculator is intended to help you think about your current sales process and capability. At SGO we have decades of experience building sales teams; want to discuss anything, just give us a call. www.sgopeoplehub.com
Assumptions
- 37.5 hours per week per rep (7.5 hours/day over 5 days). Edit the “Hrs / week” field on each rep to change this.
- 46 working weeks per year per rep. Edit “Weeks / year” to change this.
- 70% selling-time productivity by default — the portion of working hours actually spent on revenue-generating activity. Edit “Selling time” on each rep to change this.
- Daily and weekly activity targets assume a 5-day working week.
Deals to close
500.0
Discovery meeting → proposal
Needed / yr
1,488
744 hrs
Proposal → follow up
Needed / yr
893
446 hrs
Follow up → close
Needed / yr
625
312 hrs
Discovery calls needed
1,488
per year
Meetings per closed deal
3.0
discovery calls per win
Total meeting time
1,503 hrs
across the funnel
outbound activity
Calls → meeting
Activities / yr
14,881
595 meetings · 1,488 hrs
Emails → meeting
Activities / yr
24,802
372 meetings · 1,653 hrs
LinkedIn → meeting
Activities / yr
9,921
298 meetings · 827 hrs
inbound activity
Call in → meeting
Activities / yr
893
223 meetings · 149 hrs
Total activities
50,496
per year, all channels
Activities per discovery call
33.9
Activities per closed deal
101.0
Prospecting time
4,117 hrs
Meeting time
1,503 hrs
Total selling time
5,620 hrs
Reps required
5
Revenue
£1,000,000
Deals
100.0
Discovery calls
298
Utilisation
93% · 1,124 hrs
Calls → meeting
12.9 / day
65 / wk · 2,976 / yr
Emails → meeting
21.6 / day
108 / wk · 4,960 / yr
LinkedIn → meeting
8.6 / day
43 / wk · 1,984 / yr
Call in → meeting
0.8 / day
4 / wk · 179 / yr
Revenue
£1,000,000
Deals
100.0
Discovery calls
298
Utilisation
93% · 1,124 hrs
Calls → meeting
12.9 / day
65 / wk · 2,976 / yr
Emails → meeting
21.6 / day
108 / wk · 4,960 / yr
LinkedIn → meeting
8.6 / day
43 / wk · 1,984 / yr
Call in → meeting
0.8 / day
4 / wk · 179 / yr
Revenue
£1,000,000
Deals
100.0
Discovery calls
298
Utilisation
93% · 1,124 hrs
Calls → meeting
12.9 / day
65 / wk · 2,976 / yr
Emails → meeting
21.6 / day
108 / wk · 4,960 / yr
LinkedIn → meeting
8.6 / day
43 / wk · 1,984 / yr
Call in → meeting
0.8 / day
4 / wk · 179 / yr
Revenue
£1,000,000
Deals
100.0
Discovery calls
298
Utilisation
93% · 1,124 hrs
Calls → meeting
12.9 / day
65 / wk · 2,976 / yr
Emails → meeting
21.6 / day
108 / wk · 4,960 / yr
LinkedIn → meeting
8.6 / day
43 / wk · 1,984 / yr
Call in → meeting
0.8 / day
4 / wk · 179 / yr
Revenue
£1,000,000
Deals
100.0
Discovery calls
298
Utilisation
93% · 1,124 hrs
Calls → meeting
12.9 / day
65 / wk · 2,976 / yr
Emails → meeting
21.6 / day
108 / wk · 4,960 / yr
LinkedIn → meeting
8.6 / day
43 / wk · 1,984 / yr
Call in → meeting
0.8 / day
4 / wk · 179 / yr