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May 9, 2014
Ruth Stevens How Many Leads Do You Need to Generate? Use This Simple Calculator.
By Ruth Stevens
One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales-as part of your campaign planning. If you generate too many leads, you'll be wasting precious marketing dollars. If you generate too few, your firm may be at risk of missing its revenue targets, with potentially disastrous financial implications. Moreover, you'll annoy your sales team by not supporting them properly. So, let's look at a neat way to figure out in advance how many leads your company needs, so you can invest accordingly.

This easy method uses your sales people's quotas to back your way into the number of leads required, based on sales productivity per lead. You will need four numbers:

  • The average revenue quota per rep, in the period, whether it's a year, or a quarter, or a month.
  • [...]

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