#58: This is how you build a plan to hit your 2024 quota

+ Tiering of Accounts

Hi Friends 👋,

For many of us in sales, February is the beginning of a new fiscal year.

As you begin to plan out what your next year looks like, here are a few things to consider.

To start - you need to set your targets at 200% of quota if you want to make sure that you are hitting your numbers without going down to the wire every single month / quarter.

The problem is that MOST sales reps are just straight up winging it every single day.

There is no system or plan in place.

I get that it can be daunting but here’s how you can break it down simply.

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“ChatGPT draw me a sales floor where all reps are excited to be hitting quota”

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Step 1 - Understand Your Sales Math / Metrics from last year

First things first, the volume and number of accounts you are going to be prospecting into is going to change largely based on whether you are an AE or SDR prospecting full time.

You need to assess your numbers from the previous quarter or two.

What were your metrics?

Emails/Calls Made

% Replied/Connects

% Booked/Qualified

% Closed Won

Step 2 - Work Backwards to plan for next year

For planning purposes you always want to be conservative.

Now work backwards… based on your metrics last year, what will it take for you to hit 200% of quota.

It may seem like an insane amount, but if you break it down daily it’s never actually that crazy.

Remember… your goal is ultimately to shoot for the stars and land on the moon (worst case).

Here’s an example for an SDR that is comped on demos occurred: