Resource
SpreadsheetProspecting Activity
Calculator
Use this spreadsheet to translate rep outcome goals into the activity levels required to hit them based on your sales model.
Preview the calculator
LockedProspecting Activity Calculator
A goal-setting spreadsheet for turning target outcomes into activity expectations across SAO-based, meeting-based, and deal-based models.
Three Models
Use the SAO-based, meeting-based, or deal-based tab depending on how your team measures rep outcomes.
Activity Targets
See how changing the rep’s goal affects the activity required to support that result.
Rep Buy-In
Adjust assumptions with the rep so the goal-setting process feels grounded and collaborative.
Clear Planning
Set a more practical path between performance expectations and the actions needed to get there.
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What This Helps You Do
Turn goals into practical rep activity plans
Outcome-Based Planning
Start from the number of SAOs, meetings, or deals a rep needs and back into the activity required.
Better Coaching
Use the calculator to show reps how inputs and assumptions affect what success actually requires.
Stronger Buy-In
Create goals with reps instead of for them by making the math visible and editable.
FAQ
Before you open the resource
What is the Prospecting Activity Calculator used for?
It is used to turn a rep’s target outcomes, such as SAOs, meetings booked, or deals, into the level of activity required to support those goals. That makes performance planning more concrete.
Why are there multiple calculator tabs?
Because different teams manage toward different outcomes. The separate tabs let managers choose the model that best fits how their team is measured.
How does this help with rep buy-in?
By making the assumptions and activity math visible, reps can participate in setting realistic targets instead of just being handed a number.