Hook
most reps don't miss quota because they're bad at sales.they miss it because nobody gave them their number.they get an annual goal in january and a pat on the back. then they guess. some weeks they feel great, some weeks they feel like frauds. there's no way to tell which one is true.here's the math i do with every rep i coach:annual goal ÷ acv = deals needed
deals ÷ close rate = meetings needed
meetings ÷ meeting rate = touches needed
touches ÷ 230 working days = your daily numberexample:
$600k goal ÷ $30k acv = 20 deals
20 deals ÷ 25% close rate = 80 meetings
80 meetings ÷ 5% meeting rate = 1,600 touches
1,600 touches ÷ 230 days = 7 touches a day7.not 50 dials. not 200 emails. 7 good touches, every working day.once a rep knows the number, they stop panicking and start getting creative. that's the whole game.sales leaders: do your reps know their daily number, or just their annual one?p.s. i turned this into a one page worksheet you can fill in for each rep. want it? comment “number” and i'll send it over.
