Revenue Planning
What must you do — consistently — to make your number inevitable?
Firm Revenue Target — 2026
$5.1M
Prior year: $4.0M · YTD actual: $4.2M · Gap to target: −$900K
The Performance Benchmarking Formula™
P
3
Proposals / week
×
C%
40%
Change rate
×
A$
$15.3K
Avg revenue / deal
×
W
49
Weeks / year
×
SP
1
Sales power
=
TR$
$900K
Total Revenue
Proposals / Year
147
3/week × 49 weeks
Closed Deals / Year
59
147 × 40% change rate
Weekly Target
3
Quadrant 3 proposals / week
Proposal Volume
On Pace
Averaging 2.1/week this quarter. Keep Quadrant 1 pipeline healthy.
Change Rate
Below Target
25% vs. 33% team avg. Check HQAA — are you presenting before blocks are strong?
Deal Size
Trending Down
$22K from $28K last quarter. Deepen Impact — cost in the absence of change.
Cycle Length
42 Days
Quadrant 1 & 2 to Quadrant 3 averaging 42 days. Are Roadblocks and Impact strong enough?
What-If Analysis
What-If Calculator
P — Proposals
Quadrant 3 / week
Current
142
Impact
+$420K
Change Rate
Quadrant 3 close rate
Current
61%
Impact
+$580K
Avg Case Size
Per closed case
Current
$47K
Impact
+$260K
Weeks
Selling weeks / year
Current
49
Impact
+$55K
Sales Power
Teams / reps
Current
1
Impact
+$900K
Projected Outcome
Projected Revenue
$5.9M
Above target — all levers improved
Current Trajectory
$4.2M
Based on current pace
Gap to Close
+$1.7M
Additional revenue from what-if inputs
Scenario Comparison
Current Pace
Below Target
Quadrant 3 Meetings
142
Change Rate
61%
Avg Case Size
$47K
$4.07M
Projected Revenue
Hit All Targets
Above Target
Quadrant 3 Meetings
180
Change Rate
70%
Avg Case Size
$50K
$6.30M
Projected Revenue
Improve Quality Only
Near Target
Quadrant 3 Meetings
142
Change Rate
75%
Avg Case Size
$47K
$5.00M
Projected Revenue
Cheapest path to target
Improving Change Rate from 61% to 70% adds $580K — more impact than adding 20 extra meetings ($420K). Quality over quantity.