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How to Scale Outbound Sales: A Step-by-Step Math Guide

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  1. These metrics are specific to outbound-only opportunities: “Win Rates (from one of my previous companies):Inbound: 30%Outbound: 15%” Sales Cycle (from one of my previous companies):Inbound: 20 daysOutbound: 40 days

    In Win rates

  2. Stage 1 (Meeting/SQL) → Stage 2 (Meeting to Qualified Opportunity Conversion) “Monthly AE and SDR productivity (Stage 1 Opportunities generated per month)” Current Metrics Example:

    In Outbound rep productivity

  3. SDR to AE ratio: from 0.75 to 1.6 “Plan hires backward from your revenue impact goals, considering ramp times:” In this scenario: Hire SDRs first, verify pipeline surplus, then scale AEs.

    In Rep headcount and ramp planning

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