Prospecting calculator: how many calls and emails for N quotes or M purchase orders?
With the 2026 study’s ratios, 10 purchase orders take about 48 quotes and 40,050 calls and emails (16,593 calls and 23,457 emails) at a 21.1% quote-to-PO rate. Change the target or the rate below.
The formula
quotes needed = purchase orders wanted ÷ quote-to-PO rate (rounded up) calls = quotes × 345.7 emails = quotes × 488.7 conversations = quotes × 26.6
When you enter quotes instead, the purchase orders are quotes × rate. The per-quote ratios are fixed at the study’s values; the rate is yours to change.
Where the ratios come from
| Ratio | Calculation | Value |
|---|---|---|
| Calls per quote | 439,358 ÷ 1,271 | 345.7 |
| Emails per quote | 621,119 ÷ 1,271 | 488.7 |
| Answered calls per quote | 33,856 ÷ 1,271 | 26.6 |
| Quote → PO rate | 268 ÷ 1,271 | 21.1% |
From section 13 (calls, answered calls, emails) and section 01 (quotes, purchase orders) of the 2026 study, November 2025 – October 2026. Activity covers all of Factur’s prospecting and quotes U.S. accounts only. Your numbers will differ with your list, offer and follow-up; use this to size the effort, not to promise results.
Common targets
| POs wanted | Quotes at 14.2% | Touches | Quotes at 21.1% | Touches | Quotes at 35% | Touches |
|---|---|---|---|---|---|---|
| 1 | 8 | 6,674 | 5 | 4,171 | 3 | 2,503 |
| 5 | 36 | 30,037 | 24 | 20,024 | 15 | 12,515 |
| 10 | 71 | 59,240 | 48 | 40,050 | 29 | 24,197 |
| 25 | 177 | 147,682 | 119 | 99,290 | 72 | 60,074 |
| 50 | 353 | 294,531 | 237 | 197,744 | 143 | 119,314 |
35% is what Ohio and Michigan converted; 14.2% was the U.S. rate a year earlier. Touches = calls + emails.
Related
- How many touches does it take to get a quote?
- What is a good cold-call answer rate?
- Quote pipeline calculator
- Glossary: touches per quote
- Finding: touches per quote
Cite this
Factur (2026). Prospecting Calculator: Calls and Emails per Quote and PO. 2026 U.S. Manufacturing Sales Study. https://data.facturmfg.com/reports/tools/prospecting-calculator.html
License: CC BY 4.0. Free to cite, quote, embed and reuse with attribution to Factur and a link to this page. Data: November 2025 – October 2026; full study.
Read the full 43-page studyDownload the PDF
Factur runs outbound prospecting for U.S. manufacturers · facturmfg.com · More free data on U.S. companies by state: Insights