1
STEP
Set the deal target
When to use: Start with the number that pays the bills.
Pick a quarterly closed-won revenue number. Divide by average deal size to get deals needed.
The eight-step backwards math from revenue target to daily dials. The 2026 reality, with industry benchmark ratios.
The 2026 dial-to-deal math for B2B outbound. Start with the revenue number. Back out the activity required. If your team is missing target, this sheet shows you where the funnel actually broke.
Revenue first. Then deals. Then opps. Then meetings. Backwards math beats forwards guessing every time.
180 dials means nothing without the connect rate. Ratios are where the truth lives.
End-of-day scorecards close gaps inside the week. Weekly reviews close them inside the next month. That is one quarter lost.
When to use: Start with the number that pays the bills.
When to use: Sales-accepted opportunities required.
When to use: Discovery meetings required.
When to use: Live conversations required.
When to use: Calls required.
When to use: Emails required.
When to use: DMs and connection requests required.
When to use: What every rep tracks before they go home.