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Free tool
Free Sales Funnel Calculator
Forecast revenue from your current pipeline, or plan backward from a revenue target to leads needed. Per-stage conversion math, sales velocity, and pipeline coverage in one tool.
Project revenue from your current lead count.
Results
Projected revenue and pipeline
Projected revenue —
Customers —
Funnel breakdown
| Metric | Value |
|---|
How it works
Three steps from pipeline numbers to a defensible revenue plan
Pick a mode, plug in real CRM data, decide whether to optimize for forecast or plan.
-
leads = 500 l→sql = 30% sql→opp = 60% opp→won = 25%
01Plug in CRM-real numbers
Pull stage conversion rates from your CRM, last 90 days. Don't use industry benchmarks for your own forecast.
- 02
See the funnel collapse
Each stage drops the count. Pipeline value drops with it. The math compounds, which is why early-stage rates dominate the forecast.
- $
Q2 forecast
- Customers 22
- Revenue $337K
- Coverage 2.7x
03Forecast or plan
Forecast tells you what's coming. Plan-backward tells you what you need at the top to hit a target. Same math, opposite direction.
Concepts explained
Six concepts behind sales-funnel forecasting
Most sales teams forecast against a single conversion number. These six concepts surface what that number hides.
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Forecast mode
Given current leads in the funnel and your stage-by-stage conversion rates, project revenue. The 'what's coming?' view used in CRO and CFO meetings.
- Leads in → Revenue out
-
Plan-backward mode
Given a revenue target and the same conversion rates, work backward to leads, SQLs, opps, and pipeline value needed. The 'what do we need?' view used in quarterly planning.
- Target → Leads needed
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Pipeline coverage
Total pipeline dollar value vs revenue target. Healthy SaaS plans for 3x to 4x coverage at quarter start. Below 2x means underwater pipeline, above 5x usually means dead deals.
- 3-4x healthy
-
Sales velocity
(Opps × win rate × deal value) / cycle days. The compact metric for how fast pipeline turns into revenue. Larger is always better, but improving any input drives it.
- dollars per day
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Cycle length
Average days from lead to closed-won. Drives forecasting accuracy. SMB SaaS: 7-30 days. Mid-market: 60-90 days. Enterprise: 90-180+ days. Cycle length compounds with every funnel stage.
- 7 to 180+ days
-
Why per-stage rates beat a single CR
Top-and-bottom conversion rate (lead-to-customer) hides where the funnel actually leaks. Stage-level rates surface the broken handoff, the leaky qualifier, the slow-closing rep.
- Stage > blended
Best practices
Five rules for honest pipeline forecasting
- 01
Use 90-day rolling rates, not all-time
Funnel rates drift with seasons, product changes, and team turnover. All-time averages mask the current truth. Use a 90-day rolling window.
- 02
Plan for 3x to 4x pipeline coverage
If your target is $500K and your win rate predicts you'll close 25 percent, you need at least $2M in qualified opportunities to feel safe.
- 03
Cycle length is the silent killer
A 10 percent slowdown in cycle length pushes 10 percent of revenue out of the quarter. Track it monthly, especially in down markets.
- 04
Watch the early stages hardest
Lead-to-SQL is the most fixable stage and has the biggest revenue impact. Late-stage rates are mostly product-dependent.
- 05
Forecast and plan, separately
Use forecast mode to commit a number to leadership. Use plan-backward to set marketing targets. Different audiences, different math, same calculator.
Built by the team behind SourceLoop
You forecasted the funnel. SourceLoop tells you which channels feed the top of it.
FAQ
Sales funnel forecasting, FAQ
How does this sales funnel calculator work?
Pick a mode. Forecast mode takes your current lead count and stage conversion rates and projects total revenue, customers, and pipeline value. Plan-backward mode takes a revenue target and works the funnel in reverse to tell you how many leads you need at the top, plus pipeline coverage at each stage.
What's the difference between this and the Lead Conversion Rate Calculator?
Lead Conversion Rate is diagnostic: it tells you where your funnel leaks today using historical counts. Sales Funnel is predictive: it takes the same conversion rates and either forecasts forward (revenue projection) or plans backward (leads needed for a target). Pair them — diagnose the funnel with the LCR calculator, then plan against the rates with this one.
What conversion rates should I plug in?
B2B SaaS averages: lead → SQL is 20 to 40 percent, SQL → opportunity is 50 to 70 percent, opportunity → closed-won is 15 to 30 percent. Pull yours from your CRM (Salesforce, HubSpot, Pipedrive) by stage, last 90 days. Don't use blended numbers; use the actual stage transitions.
What is pipeline coverage and what's a healthy ratio?
Pipeline coverage is total open pipeline dollar value divided by revenue target for the same period. A 3x to 4x ratio is the SaaS standard at quarter start: enough buffer to hit target even if win rates dip, not so much that you're tracking dead deals. Below 2x means you'll likely miss; above 5x means stale pipeline that needs cleaning.
How is sales velocity calculated?
Sales velocity = (open opportunities × win rate × average deal value) / average sales cycle in days. It's a single number that combines volume, quality, value, and speed. Comparing velocity across reps or quarters surfaces who or what is changing without forcing you to read four separate metrics.
Why does cycle length matter so much?
Two reasons. First, it controls when revenue actually lands: a 90-day cycle means today's leads close in Q2, not Q1. Second, it amplifies any conversion rate drop: a 10 percent cycle slowdown effectively reduces your revenue per quarter by 10 percent without any other change. Track cycle length monthly, especially during economic slowdowns.
Is this calculator free?
Yes. No signup, no email gate. We host it because the same teams forecasting from pipeline also need real attribution to know which channels actually feed the top of the funnel, which is what SourceLoop does.
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