Plan For Crushing Quota

Real talk… I wasn’t always the Sales Leader you see today. My rookie year? A complete fiasco! Zero deals. Zero commissions. But it wasn't a lack of hustle or talent; it was a lack of a precise plan, a roadmap to success.

Without a proper blueprint in place, it’s hard to make any sales let alone crush quota. The good news? I am about to walk you through a transformative exercise that you should make a part of your annual ritual. Whether you're just starting or you're a seasoned pro, this is your compass to charting your path, curbing stress, and conquering your goals day by day.

CLICK HERE to follow along with me via video starting at 1:19. 

Dive into the PCV Framework: Process, Conversion, and Velocity

Process: Picture your sales journey as a well-orchestrated symphony. Every deal follows a rhythm of stages and steps, a ballet of interactions leading to that conversion finale. This symphony? Your sales process. Imagine going from a simple "Hello" to a resounding "Yes!" What does that journey look like for your product? Embrace every nuance, every note.

Conversion: Remember, sales is a funnel—a journey where not everyone makes it to the grand crescendo. Conversion rates are your secret sauce. They're the compass that guides your every move. Know these rates like the back of your hand. One out of ten calls answered. One in four conversations leads to a meeting. Three out of four meetings actually happen. And so on. These numbers aren't just digits; they're your lifeline to victory.

Velocity: Now, here's where champions shine and where most stumble. Velocity isn't just speed; it's precision in motion. Your process and conversion might be spot-on, but without velocity, you're playing catch-up. Every deal takes time, from "Hello" to signed contracts. How long does it take for one cycle to complete? That's your velocity. Remember, deals closed in Q4 won't save you in Q3. Velocity is your secret weapon, so wield it wisely.

Your Action Plan Blueprint: Bottom-Up Clarity

Now, let's get down to the nitty-gritty—your daily plan for smashing your quota. We're flipping the funnel, going bottom-up to ensure you know exactly what to do every single day. It's like having a GPS for your success.

• Step 1: Start with your quota. Visualize that million-dollar mark you're gunning for.
• Step 2: Move up the funnel. How many deals do you need to win to hit your quota? In this scenario, 20 deals.
• Step 3: Climb higher. For every qualified opportunity, you're getting closer to your goal. In this example, that's 40 qualified opportunities.
• Step 4: Meetings held. To reach those 40 qualified opportunities, you'll need 80 meetings held.
• Step 5: Meetings booked. With a 75% show-up rate, you're looking at 107 meetings booked.
• Step 6: Conversations. To get 107 meetings booked, you need to have 428 conversations.
• Step 7: Calls. And finally, to spark those 428 conversations, make 24 calls every day.

Can you feel that? The weight of your quota suddenly transformed into actionable steps? 24 calls a day might sound like a challenge, but remember, it's your stairway to success. Like an athlete training their muscles, you're building your sales muscle day by day.

Bonus: Three Gems for Sales Champions

1. Know Your Numbers: It's not the company's numbers that matter—it's your numbers. Be conservative. And remember, imposter syndrome is no match for accurate metrics.
2. Revisit Your Numbers: Your progress is your partner. Your conversion rates evolve as you sharpen your skills. Seasonal changes also impact your numbers. Keep your finger on the pulse and adjust as needed.
3. Amp Up Your Activity: Don't just meet the benchmark—surpass it. Like leveling up in a game, increasing your daily activity sharpens your skills and accelerates your growth.

So, fellow sales savages, are you ready? Armed with the PCV Framework and a blueprint that defies uncertainty, you're on the cusp of something HUGE. Remember, this is your path to not just hitting quota, but seizing the summit of success. Keep those calculators and notes ready, implement with discipline, and soon, you'll be blazing trails to the top 1%—that elite club where dreams transform into reality.