What does an MSP sales funnel look like?

Work it backward from the goal. Start with the new clients you want this year, divide by your close rate to get proposals, then up through confirmation calls, discoveries, right-fit calls, and the leads that feed all of it. Each step has a conversion rate, so the goal at the top sets the activity at the bottom.

How many leads does it take to land an MSP client?

More than most owners think. At the rates this tool ships with, one new client takes well over a thousand leads once you account for how few become a real right-fit call. That is why sales has to be a planned activity with a budget, not something you do when the help desk is quiet.

Is the calculator free?

Yes. Use it as much as you want, no email required. The email only comes in if you want the planner spreadsheet to map your own numbers.

What does the capacity check mean?

It compares the selling hours your goal needs against the hours your team actually has, based on your reps, your own time on sales, and time off. Under 1.0 means the goal needs more hours than you have. The fix is more capacity or a smaller goal, not a bigger quota.

The other half of the plan

You have the plan. Here is the work to land the clients.

A growth goal is just a number until you turn it into activity. Put in how many clients you want and what they pay, and this runs your sales funnel backward: the proposals, calls, and leads it takes, and whether your team has the hours to actually do it.

It treats sales the way you already run the help desk: a funnel with steps, conversion rates, and a cost per result. No email needed. When you want to map your own numbers, the planner spreadsheet is one email away below.

What it takes

Revenue you are adding

$108,000

To add 6 new clients you need about 267 right-fit calls and 1,778 leads this year. That is about 5 right-fit calls every week.

Activity	Year	Month	Week
Proposals	15	1	0
Confirmation calls	20	2	0
Discoveries	40	3	1
Right-fit calls	267	22	5
Leads	1,778	149	34

Your team can cover about 2.9x the selling hours this goal needs.

What good looks like

A strong, full-time BDR runs about 40 to 50 outbound touches a day and, once ramped, books roughly one new first meeting a day. Three or four a week is the honest median. Five or more is good. That's a full-time job, not your five hours a week, so don't measure yourself against it on day one.

Here's the part nobody says out loud: you are not that rep yet, and that rep wasn't either when they started. Pick a number you can actually hit this week, even a small one, then beat it by a little next week. Get one percent better every week and in a year you are a different operator. This calculator shows you the destination. This week's only job is to be better than last week.

Activity benchmarks: The Bridge Group and Operatix outbound sales data.

Activity

Year

Month

Week

Proposals

15

1

0

Confirmation calls

20

2

0

Discoveries

40

3

1

Right-fit calls

267

22

5

Leads

1,778

149

34

Get the whole toolkit to run this.

You ran the math. The full Selling Without You toolkit maps your real numbers and runs the rollout: the activity planner, the comp and OTE worksheet, the hiring pack, the AI sales playbook, the one-page annual plan, and the project plan that ties them together. Drop your name and email and I'll send all six.

Start with the plan

Not sure of the revenue goal yet? Start there.

This tool assumes you know the number you are chasing. If you don't, the MSP business plan calculator builds your first year of recurring revenue and cash, so you know the goal before you size the work.

The MSP business plan calculator →

Straight answers

Questions about the sales funnel.

What does an MSP sales funnel look like?: Work it backward from the goal. Start with the new clients you want this year, divide by your close rate to get proposals, then up through confirmation calls, discoveries, right-fit calls, and the leads that feed all of it. Each step has a conversion rate, so the goal at the top sets the activity at the bottom.
How many leads does it take to land an MSP client?: More than most owners think. At the rates this tool ships with, one new client takes well over a thousand leads once you account for how few become a real right-fit call. That is why sales has to be a planned activity with a budget, not something you do when the help desk is quiet.
Is the calculator free?: Yes. Use it as much as you want, no email required. The email only comes in if you want the planner spreadsheet to map your own numbers.
What does the capacity check mean?: It compares the selling hours your goal needs against the hours your team actually has, based on your reps, your own time on sales, and time off. Under 1.0 means the goal needs more hours than you have. The fix is more capacity or a smaller goal, not a bigger quota.

The math is the easy part. The activity is the job.

One free call. We'll look at where your sales actually stall and whether I'm the right person to help you fix it. Worst case, you leave with a clearer plan than you walked in with.

Book a call