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hey hi this is Kapil Khan welcome to sales Street a series of new insightful videos on sales lead gen and marketing I hope you guys enjoy watching it and learn something from everyone thank you [Music] let's look at the normal funnel flow first you know let's assume that your funnel is first is demo then there is a trial set up then there is a proposal given and there is negotiation happening and then there are three end stages which is either one lost or long term if this is your funnel uh and and you know the ratio is like let's say for example uh your demo to closure is a demo to trial to closure let's say 10 is to 5 is to two uh if that is your conversion ratio that you know then you can of course basically go and reverse calculate if you want to achieve X number of you know closures in in a given amount of time how many trials do you need for that and how many demos do you need uh to meet those trials so that's basically a model of reverse funneling which is used to set up targets so now typically in a scenario what happens if the CEO comes up with a number and says that hey you know next year your target is going to be 1 million and the VP of sales typically has to go and live with that he typically given let's say a five people team and he said okay now your target is increased in the same team you have to now achieve one million uh instead of actually uh you know going back we're disappointed what you can do in such a scenario is take last 12 months numbers figure out what is your normal funnel flow from let's say deal to trial demo to trial to closure figure out what that number was do a reverse calculation figure out for achieving a 1 million Target what kind of a team that you need and what is the budget for that and go back with an argument saying okay if you if you want me to achieve one million this is the team size that I need and that x x number of team members I need and one this is why is my budget if if that's okay this target makes sense if it does not make sense let's talk about it so reverse funneling actually is extremely crucial in resource planning it's extremely crucial in setting up the right expectations with the management and is also extremely uh useful in terms of actually being successfully achieving your targets so that is why it's it's the most important tool at an arsenal of every VP of sales foreign [Music]