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The Pipeline Calculator
How many leads do you actually need to hit your revenue target? Thirty seconds of boring maths most businesses never do.
= — new customers a year
If your close rate is half your estimate, plan for — leads a month instead.
An estimate for new business, assuming a steady year. Existing revenue and seasonal peaks need a separate plan.
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How the maths works
Customers needed = revenue target ÷ average customer value.
Leads needed = customers needed ÷ close rate.
Per month = that number ÷ 12, rounded up, because pipeline doesn't care about your December.
One opinion baked in: your close-rate guess is probably optimistic. Use your own enquiry-to-customer records where you have them. We show a second scenario at half your estimate so you can see how much the assumption changes the work. Neither scenario is a promise.
Fair questions
How many leads does a small business need per month?
There's no universal number: it's your revenue target divided by customer value, divided by close rate. That's exactly what this calculator does. Use your target for new business rather than including revenue already secured from existing customers.
What's a realistic close rate for B2B?
Use the proportion of comparable enquiries that became customers in your own records. Referral enquiries and cold outbound responses behave differently, so keep the source and sales stage consistent. If you have no history yet, treat the result as a scenario to test.