From Leads to $$$: How 5 Reps Can Systematically Close $250K/Quarter
This step-by-step sales process ensures your team of 5 reps systematically closes five $50K deals per quarter ($250K total). From lead generation to closed deals, we break down each stage—prospecting, qualifying, demos, proposals, and closing—with clear metrics, tools, and responsibilities. No guesswork, just a repeatable, high-converting system built for scalability. Perfect for: B2B SaaS, enterprise sales, or any team selling high-ticket deals
TIPS
Mrityunjay
6/23/20251 min read
Goal: Close 5 deals/quarter ($250K total) with a structured, measurable process.
1. Lead Generation (Marketing & SDRs)
Input: Inbound leads (website, content, ads) + Outbound prospecting (cold emails, LinkedIn, calls).
Target: 120 leads/quarter (assuming 4% to deal conversion).
Actions:
Tools: CRM (HubSpot/Salesforce), LinkedIn Sales Nav, Email sequences.
Qualify leads (BANT: Budget, Authority, Need, Timing).
Output: 60 SQLs (Sales-Qualified Leads).
2. Lead Distribution (Sales Manager)
Assign leads evenly: 12 SQLs/rep/quarter (3/month).
Criteria: Territory, industry fit, rep expertise.
3. Discovery Call (Sales Rep)
Goal: Understand pain points, align solution, confirm fit.
Success Metrics:
80% contact rate → 9.6 calls/rep (from 12 SQLs).
50% conversion to demo → 4.8 demos/rep.
4. Demo/Presentation (Sales Rep + SE if needed)
Goal: Showcase product value, handle objections.
Success Metrics:
50% conversion to proposal → 2.4 proposals/rep.
5. Proposal & Negotiation (Sales Rep)
Custom proposal ($50K deal structure, ROI analysis).
Success Metrics:
50% close rate → 1.2 deals/rep/quarter (~6 total, exceeding target).
6. Closing & Contract (Sales Rep + Legal)
Finalize terms, e-signature, handoff to CSM.
7. Post-Sale (Customer Success)
Onboarding, adoption tracking, upsell potential.
Key Metrics & Assumptions
Conversion Rates:
Lead to SQL: 50%
SQL to Demo: 50%
Demo to Proposal: 50%
Proposal to Close: 50%
Rep Productivity: Each rep closes 1–2 deals/quarter.
Pipeline Coverage: 3x target pipeline ($750K to hit $250K).
Tools Needed:
CRM (HubSpot/Salesforce)
Prospecting tools (ZoomInfo, Apollo)
Call/Email automation (Outreach, SalesLoft)
This ensures a repeatable, scalable process with clear accountability. Adjust conversion rates based on industry benchmarks.
