Article
How to Calculate Pipeline Conversion Rate From Outbound
nousucollective.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“Pipeline conversion rate at any stage is the output of that stage divided by its input.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
TLDR “Dial to connect Connects ÷ dials 8 to 15 percent mid market” Benchmarks from our published dataset and SDR metrics guide (1, 2) and published outbound benchmarks (3).
TLDR “Connect to conversation Conversations ÷ connects 60 to 75 percent” Benchmarks from our published dataset and SDR metrics guide (1, 2) and published outbound benchmarks (3).
TLDR “Conversation to meeting Meetings booked ÷ conversations 15 to 25 percent” Benchmarks from our published dataset and SDR metrics guide (1, 2) and published outbound benchmarks (3).
TLDR “Meeting booked to held Meetings held ÷ booked 75 to 85 percent” Benchmarks from our published dataset and SDR metrics guide (1, 2) and published outbound benchmarks (3).
“Overall outbound pipeline conversion is closed won deals divided by qualified meetings held.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
“Multiply the stage rates together and you can model, backwards from a revenue target, exactly how many conversations and dials the quarter needs.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
“Most teams skip the stage by stage version, look only at the overall number, and cannot tell where the funnel is leaking.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
At 50 percent opportunity rate and 20 percent win rate, one in ten held meetings becomes a customer. “Full funnel conversion from dials = connect rate × conversation rate × meeting rate × show rate × opportunity rate × win rate.” At the midpoint of each Australian benchmark: 0.11 × 0.68 × 0.20 × 0.80 × 0.50 × 0.20 = 0.0012, or roughly one closed deal per 830 dials. That number looks brutal and it is the reality of considered B2B outbound, which is why deal size matters so much.
In Funnel math
TLDR “Meeting to opportunity Opportunities ÷ meetings held 40 to 60 percent” Benchmarks from our published dataset and SDR metrics guide (1, 2) and published outbound benchmarks (3).
Segment Connect Conversation to meeting Show Meeting to opportunity Opportunity to close SMB, under 50 staff 12 to 20 percent 18 to 28 percent 70 to 80 percent 40 to 55 percent 20 to 30 percent Mid market, 50 to 500 staff 8 to 15 percent 15 to 25 percent 75 to 85 percent 45 to 60 percent 15 to 25 percent Enterprise, 500 plus staff 5 to 10 percent 12 to 18 percent 78 to 88 percent 45 to 60 percent 10 to 20 percent “Report each segment separately.” Setting up cohort tracking in your CRM
“Most teams skip the stage by stage version, look only at the overall number, and cannot tell where the funnel is leaking.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
In Win rates
“Overall outbound pipeline conversion is closed won deals divided by qualified meetings held.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
In Win rates
“Pipeline conversion rate at any stage is the output of that stage divided by its input.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
In Win rates
“Multiply the stage rates together and you can model, backwards from a revenue target, exactly how many conversations and dials the quarter needs.” This guide defines the six stages of an outbound funnel, gives the formula for each, provides Australian benchmark ranges, works an example backwards from a target, and shows how to find the leak.
In Win rates