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Insight Partners' Reverse Sales Funnel Math

Insight Partners' Reverse Sales Funnel Math

App: Google Sheets

Source: Insight Partners and Charlie Gallagher

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spreadsheet template to help sales leaders set pipeline targets and manage progress towards them.


  • A reverse funnel math calculator to determine how much pipeline is needed to hit a target.
  • A way to set weekly pipeline generation targets.
  • Tips on how to get the data you need from your CRM.
  • A reminder to maintain good sales hygiene and not create fake opportunities.
  • The importance of tracking progress against targets and iterating to improve the math as more data becomes available.