All example numbers are invented for illustration, not market data. Expected contracts = leads x contact rate x appointment rate x close rate, so they are fractions, and one month of invented data says nothing about your own sources. Appointment rate is a share of contacted leads. Close rate is a share of appointments held. The what-if column replaces each contact rate with the value you enter. It is arithmetic, not a forecast. Entries accept 12,500 or 0,15; a value such as 1.000 is ambiguous and is rejected, so write 1 or 1000.