Inside Sales Calculator

Model what inside sales actually produces. The 4-stage funnel — Calls → Contacts → Quotes → Closes — reveals exactly where reps are underperforming and whether the team is profitable enough to justify expansion.

Scenario

Team size

Inside sales reps 3

Headcount dedicated to outbound calling.

Working days / year 240

Selling days after holidays, PTO, and training. Standard: 240.

Activity

Calls per rep per day 60

Total outbound dials per rep. Warm B2B / accounts: 20–60/day. Cold outbound: 60–150/day. High-volume SDRs: 150–300/day. Source: Bridge Group, RAIN Group 2024 SDR benchmarks.

Contact rate 18%

% of dials reaching a decision-maker. Cold: ~5%. Warm / existing accounts: 15–25%.

Quoting pipeline where accountability lives

Quote rate 45%

Manager KPI: if a rep has 18 conversations but sends 3 quotes, they have a pipeline problem — not a market problem. Benchmark: 40–60% of contacts should receive a formal quote.

Close rate on quotes 20%

% of formal quotes that convert to an order. Warm B2B: 20–35%. Cold outbound: 10–20%.

Deal economics

Avg first-order amount $3.5K

First purchase order from a newly activated or reactivated account.

Repeat orders per year per customer 6×

Reorder frequency after first purchase. Consumables / distribution: 12–30×. General B2B: 3–6×.

Gross margin on product 38%

% of revenue retained after COGS. Distribution / manufacturing: 25–45%. SaaS: 60–80%.

Rep economics

Base salary per rep $65K

Annual base salary (before commission). Inside sales base: $45K–$90K depending on market and experience.

Quote funnel: the accountability lever

The effective close rate from contact = Quote rate × Close-on-quote. A rep who claims a "low market" but never sends quotes is failing on pipeline creation, not market conditions. Track quotes sent per rep per day the same way you track calls.

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Annual team revenue

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Closes / rep / day —

New customers / year (team) —

LTV per customer —

Revenue per rep / year —

Gross profit per rep / year —

Effective close % (contact) —

Rep ROI — below threshold

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Need 5× to break even on this investment

Daily call funnel · per rep

Dials

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Contacts

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Quotes sent

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Closes

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Daily revenue / rep

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Plan to fail

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Calls per day 10

Below target — a handful of calls a day is a plan to fail

Warm B2B / accounts: 20–60/day. Cold outbound: 60–150/day. High-volume SDRs: 150–300/day. Source: Bridge Group, RAIN Group 2024.

Funnel rates

Contact rate 18%

% of dials reaching a decision-maker. Warm: 15–25%.

Quote rate 45%

The rep's pipeline-building rate. Low quote rate = conversations happening, no pipeline being created. Benchmark: 40–60%.

Close rate on quotes 20%

% of formal quotes that convert. Warm B2B: 20–35%.

Avg first-order amount $3.5K

First purchase order value.

Repeat orders / year / customer 6×

Reorder frequency after first purchase.

Gross margin on product 38%

% of revenue retained after COGS.

Rep base salary $65K

Annual base (before commission). Used to compute profitability ROI.

Pace breakdown · this rep

Period	Dials	Contacts	Quotes	Closes	Revenue
Daily	—	—	—	—	—
Weekly	—	—	—	—	—
Monthly	—	—	—	—	—
Annual	—	—	—	—	—

Call volume comparison · annual revenue per rep

This rep · annual revenue

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Monthly revenue —

Quotes / day —

Closes / day —

Gross profit / year —

New customers / year —

Rep ROI — below threshold

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Need 5× to break even on this investment

Gap to full effort (60 calls/day)

At current pace

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At 60 calls/day

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Annual gap

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Extra calls needed/day

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HubAutomation.io · Inside Sales Revenue Modeling