"Everybody's got a plan 'till they get punched in the mouth" -- Mike Tyson
Everyone wants to make it to President's Club.
Fewer reps have a plan to get there.
Even fewer reps stick to that plan.
So today, we're gonna teach you how to build a plan that gets you to Club.
And make sure you stick to it.
And give you the first step: tearing up your territory.
This builds on last week's newsletter on how I set goals in 2025 using the GIRA framework (Goals, Inputs, Rhythms, Actions).
Your path to President's Club 2025 has 3 steps:
- Build your math to President’s Club
- Burn the math into your calendar
- Tear up your territory
Let's punch your ticket.
1: Build your math to President's Club
You know your quota and how many deals you need to get there.
But what do you actually have to do to get those goals?
There are two ways to calculate your path to quota.
1) Use this calculator (the complicated way): Work your way backwards from your revenue goal, to deals, to activities. Here's an example assuming a $125K revenue goal with a $20,000 average deal size and an average win rate of 25%:
We have to make ~250 cold calls and ~500 emails per week to hit our outbound goal of 4 meetings per week, which gets us the number of opps we need to hit quota.
If that math is making your head spin... keep scrolling.
2) The simple way: Make 200 cold calls per week and send 2 emails per every cold call. If you need more meetings, either scale up volume or fix your conversion metrics.
(The conversion metrics are connect rate and set rate for cold calls, open rate or reply rate for emails -- both of which have benchmarks inside of the calculator sheet.)
From there, find the deal mix sweet spot of what moves big, fast, and easy. In other words, what kinds of deals make up that $125k? Which products? Net new vs expansion? Land & expand vs wall-to-wall? $25k singles, $50k doubles, or $125k home runs?
2: Burn the math into your calendar
You know you should go to the gym in the morning and you know you shouldn’t eat that pint of ice cream at night. But you fall off track.
You have to burn your plan into your calendar so there is no option to fall off.
That’s where the GIRA framework comes in:
Goals: Where do you want to take massive action?
Example: Book 3 outbound meetings per week.
Inputs: What’d make those goals impossible to fail?
Example: Work 25 accounts and make 200 dials per week.
Rhythms: Where do they fall in your calendar?
Example: Find accounts Mon, pull contacts Tues, sequence them on Wed, + 40 dials before noon every day.
Actions/Accountability: What are you gonna do this week?
Example: Send an update to your manager and co-worker to stay accountable.
This is the time to rebuild top 1% rep habits.
That means you don’t skip prospecting days. You time block Slack and email.
If your CRO was giving you the President's Club trophy today, how would they describe your habits? Do that. Actually do it.
3: Tear up your territory
Now that you have a plan, it's time to get tactical on how you execute those activities.
And you've probably got a new patch of accounts in 2025. So let's tear it up.
Step 1: Tier your accounts A, B, and C
Look at last year’s opps to figure out what prospects looked like when they bought. You can do this by size, industry, current tech stack, etc.
Here’s an example from when Nick sold Legal Tech
- A Tier (Person-Level Personalization): 40+ attorneys, insurance defense law, on "dated" ERP system
- B Tier (Company-Level Personalization): 40+ attorneys, IP/Corporate/Employment law, on "dated" ERP system
- C Tier (Bucket or Persona-Level Personalization): Anything else that isn't a DQ
Step 2: Pluck low-hanging fruit first
Within those accounts, check out which fish are jumping out of the barrel ready to be plucked.
- Closed Lost/Past Activities: Go through anyone that engaged with you in the past.
- Market Signal: Any moves at the company that signal an opportunity such as an expansion, funding, or a key new hire.
- Intent Data: Participation at an event or signing up to receive marketing content from your org.
Step 3: Work the rhythm you established earlier
Put your plan into action and make a commitment to reach out to X accounts per week.
If you're working 25 accounts, you might have 5 low-hanging fruit. Then 15 B's and C's (get those sequences rolling). Then spend the rest of your time on the remaining 5 A's.
***
Folks, don’t overcomplicate this and get stuck in paralysis by analysis.
Draw a line for what's a good, okay, and bad account, and start digging in.
Plan your attack (briefly) and attack your plan.
Do not wait until week 3 to start prospecting.
Your Path to President's Club starts by jumping the gun ahead of the pack today.
Get The (Free) Math to President's Club Calculator
