---
tags: Module 4, Assignment
---
# ✍️ Design your own sales pipeline

Welcome to your final assignment for Stage 1: Foundations! 🚀

Let us present you with a scenario...

## Case scenario
- You are a salesperson for Awesome Company.
- The sales process stages for Awesome Company are as follows:

1. Lead - You have the contact information
2. Cold Calls - Calls in which you actually get to talk to someone, but this could also be the company HQ front desk or secretary, not necessarily your desired contact person
3. Qualified Calls - Calls in which you reach the relevant contact person and actually talk to him/her.
4. Meetings scheduled - Meetings you scheduled for an Account Executive colleague.

- You have to achieve a quota (goal) of 20 meetings scheduled.

**Conversion rates**

The only one known to you is the ratio of leads to cold calls:
- To achieve 1 Cold Call, you need to dial 2 Leads

In terms of the remaining conversation rates, we are asking you to research benchmarks or make assumptions. It would be too easy if we gave you everything, right? :smirk: What you need to find out:

- How many cold calls you need to make for 1 qualified call
- How many qualified calls you need to make to schedule 1 discovery call
 
## The Assignment

::: success
**Module 4 assignment**
 
- [ ] **Design a visual representation of your pipeline by stage**, and indicate the number of activities you need at each stage in order to meet your quota (your goal) of 20 meetings scheduled (Hint: there should be 4 stages corresponding to the ones above).
- [ ] Besides listing the number of activities, also list the conversion rate from stage to stage.
- [ ] Again, you need to research typical conversion rates or make qualified assumptions (and explain why).
 

#### Tip: These are questions you need to answer:
- [ ] How many qualified calls do you need to achieve 20 meetings?
- [ ] How many cold calls do you need to achieve that number of qualified calls?
- [ ] How many leads do you need to dial to achieve that number of cold calls?
- [ ] What is the % conversion rate at each stage?

:::

 
## Great! How do I submit it?
- Upload a document using any medium of your choice showing a visual representation (**NOT** just text)
- We recommend Microsoft Excel, Word, or PowerPoint. If you choose Google Sheets, Docs or Slides, please copy and paste the URL.
- You may also draw it and upload a picture.
 
## What’s next?
:unlock: Once you submit your assignment, you will have finalized Stage 1 - congratulations!!

Stage 2 will be unlocked and you can get started immediately!

We also recommend browsing the extra reads and resources in this module in case you want to dive a little deeper into any topic.

✊ Onwards!

<style>

body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer {
display: none !important;
}
</style>