Brian LaManna breaks down how to reverse-engineer your quota. Start with your target revenue, then work backwards to find the deal size, close rate, and pipeline you actually need. Spend 15 minutes validating the math with ChatGPT or Claude, then prospect daily to hit the numbers.
Every year I completely blackout my quota. That is, the number I care about is how much money do I need to close to earn President's Club? So let's use an example. Let's pretend that number is $1.6 million. So I would work backwards. Let's say that the average deal size is $200,000. To stay on pace, I'd need to close 2 deals per quarter totaling $400,000. Now, to close $400,000 each quarter, I would need to keep my total pipeline coverage at $1.2 million to ensure I have a 3x+ coverage. To achieve that, I need to source 8 net new ops a quarter to keep pipeline coverage at that $1.2 million plus. So that's $1.6 million minus $400K closed equals $1.2 million. Since I need 8 ops per quarter, a target of 3 high-quality ops per month gets me there. Now to earn 3 high-quality ops per month, I know I need to target around 8 accounts per month. So it breaks down to target 2 new accounts per week. Net-net, you need to prospect daily to be able to land that. Now, if you've never done the math, I'd highly recommend spending 15 minutes of your time to make sure that your inputs can lead to your desired output, and I'm sure something like a ChatGPT or Claude can help assist as well.
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