How to Use Your Personal Revenue Momentum Model

This calculator helps you quantify your deal cycle revenue potential using the ECCT formula:
Effort × Confidence × Conversion × Time = Revenue
By adjusting each variable, you can see how changes in your sales performance directly impacts your revenue potential.

Instructions

1. Effort
   • What it measures: Number of meaningful (!) sales actions per day
   • How to set it: Use the value field to specify your daily count of high-quality sales activities that lead to deal closure. (This excludes typical LinkedIn outreach messages)
   • Best practice: Focus on quality over quantity – meaningful actions that move deals forward
2. Confidence
   • What it measures: Average value of won deals
   • How to set it:
     • First, select your currency (EUR, USD, GBP)
     • Then use the value field to specify your typical deal size
   • Best practice: Use your average deal value, not your largest or smallest deals
3. Conversion
   • What it measures: Your deal win rate as a percentage
   • How to set it: Adjust the value field to reflect your actual closing percentage
   • Best practice: Be realistic – use historical data if available, typically 15-25% for most B2B sales
4. Time
   • What it measures: Average number of days from first contact to deal closure
   • How to set it: Set your typical sales cycle length in days
   • Best practice: Consider your full sales cycle, from lead generation to contract signing

Understanding Your Results

1. Main Number: Your potential revenue generated for a complete sales cycle based on current data
2. Revenue Change: Shows the increase, decrease, percentage change from a baseline scenario

Tips for Maximum Benefit

1. Start with Current State: Input your existing metrics first to establish a baseline
2. Test Scenarios: Experiment with different values to see which variables have the biggest impact
3. Focus on Leverage: Small improvements in multiple areas compound dramatically