Double Your Quota In 90 Days

Doubling your quota is not luck. It is a strategy.

The strategy is simple: spend all your time on revenue generating activities. You need to create, advance, and close as many deals as you can, with the highest contract values possible, in the time you have available.

What kills you is distractions.

You know the obvious ones: social media, internal company meetings, and procrastination. But there is one that is more insidious.

You are spending too much time on deals that won’t close. You are running a sales process that takes you to a demo and then stalls out. You hope and wait for the best.

How many deals are in your pipeline right now only because you gave a demo?

How many of those have a documented plan to close?

How much of your forecast is tied up in hope?

The Most Critical Skill You Can Develop

There’s a spider sense that top producers have. Many of them cannot explain it, let alone teach it.

It’s why they earn so much more than you, working less, and having more fun. They know a good deal right away.
They know what will close, sometimes months before it does.

The intuitive sense they have, Closer’s Radar, comes from pattern recognition. And the fastest way to develop it is with timely coaching.

There are four strategies you can implement immediately to dramatically improve your results.

Doubling Is Just Math

Before strategy, look at the engine. Your revenue is governed by the sales velocity equation. Every tactic you have ever been taught ladders up to one of four levers:

1. Opportunities. The number of qualified deals in your pipeline.
2. Win Rate. The percentage of those deals you actually close.
3. Deal Size. The average contract value of your wins.
4. Cycle Time. The days it takes to move a deal from demo to signed contract.

Most salespeople try to double their number the hard way. Brute force.
Twice the activity, twice the hours. It does not work. Your hours are already full.

Here is the math they never showed you. Bump each of the four levers by just 19%. Not double. Nineteen percent. Watch what happens.

More opportunities, bigger deals, and a higher win rate multiply together. Cut the cycle time and you run more of them in the same year. Run the numbers and your output does not climb 19%. It doubles.

• Add 19% more high-intent opportunities through targeted prospecting
• Grow deal size 19% by selling higher up-market, bundling, and refusing to discount
• Lift your win rate 19% by running a strict, evidence-based qualification process
• Cut cycle time 19% by setting firm, milestone-driven next steps on every call

The top 1% do not work twice as hard. They know their numbers, they work fewer and better deals, and they pour their time into the activities that actually produce revenue.

Now, the four strategies to pull those levers. Some pull more than one.

Strategy 1: No Wedge, No Demo

Poor performers are in a race to demo their offer. They want to show off what they know.

The data is clear on what actually wins. Gong studied nearly a million sales calls and found that top performers have business-value conversations 52% more often than the reps who miss quota. (Gong) The winners are not demoing more. They are digging into the problem and what it costs.

Top performers only present to the right people at the right time, after they’ve been properly qualified. Properly qualified buyers have said out loud what their problem is, what the problem costs them, and what changes if they fix it.

That gap, between where they are now and where they want to be, is the value wedge. The wider you open it, the more urgency you create.

No wedge, no urgency. No urgency, no deal.

You open the wedge by asking questions and vetting your assumptions, not by pitching. With the right series of questions, in a back and forth dialogue, you will uncover whether there is enough pain or desire for them to buy from you.

The faster you do this, the more time you’ll get back and the healthier your pipeline will be.

Strategy 2: Get Every Deal on TRACK

You’re probably using MEDDIC or MEDDPICC, maybe BANT or SPIN. After teaching more than a dozen methodologies, I’ll give you a simpler way to qualify and manage your deals: TRACK.

A forecasted deal needs verifiable evidence, the kind that comes from the buyer, not from your own hope. TRACK is the checklist that forces you to collect it in five areas:

Trigger

What is driving the urgency to solve this now? No trigger, no deal.

Resources

Is there a real business case and a path to fund the purchase?

Access

Can you reach the people with real power and the necessary approvals?

Champion

Do you have someone with influence selling internally on your behalf?

Known Path

Can you map the buying decision into action items with dates?

You can sometimes recover a deal that is off TRACK. But betting your quarter on deals with no evidence, hoping they close, is exactly how you miss your number.

Strategy 3: MAP Your Close Plan

Most businesses do not know how to buy.

Even if you are speaking with someone who has purchased in the past, even if they have bought something like what you are selling, even if they hold a title with authority, it does not mean they know how to buy. Organizations change their purchase process and their rules for accessing budget often.

Your best insurance is to take responsibility for the entire selling and buying process. You do this by documenting a mutual action plan, a MAP.

The MAP lists every step on the path to signature and implementation. A good MAP shows the buyer and the seller who does what, and by when.

You share how customers typically buy, the proposal review, contract review, signature, and kickoff. Then you ask them for the specifics of how they buy, the approved project number, the vendor management setup, and the rest. Then you sequence every item for action.

Closing is a natural outcome of the buying process. You build the MAP, guide them down the TRACK, and they close themselves.

Strategy 4: Maximize Your Deal Size

Closer’s Radar isn’t just seeing which deals are real. It’s seeing how big a real one can get.

Every company, product mix, and pricing strategy is different, but invariably the larger the deals you sell, the more value you deliver to your customer, and the higher your total compensation will be.

How far up-market can you go? Can you bundle multiple products together? Can you sell to the enterprise instead of a single department? What is the absolute maximum you could sell to a single customer?

Most salespeople sell the smallest thing that solves the problem in front of them. Top producers think creatively. They solve more and bigger problems, create more value for the customer, and write bigger contracts.

You can too.

Sales Coaching is Your Competitive Advantage

In 2025, the average software rep hit just 43% of quota. More than half the field missed their number. For enterprise AEs it was worse, around 38%. (RepVue Cloud Sales Index, Q2 2025)

This is not a talent problem. It is a coaching problem, and the data is brutal. Reps who get less than 30 minutes of coaching a week win about 43% of their deals. Reps who get two or more hours a week win about 56%. That is a 13-point jump in win rate from coaching alone, no new product, no new pricing, no new territory. (CSO Insights) Yet fewer than one in four companies run real, structured coaching. The rest leave it to chance.

You might think your manager fills that role. They don’t, and they can’t. 73% of sales managers spend less than 5% of their time coaching, and almost half spend under 30 minutes a week per rep. (CSO Insights) More than that, they set your targets, they grade your forecast, and they can fire you. You will never be fully honest with the person who decides your fate, and honesty is where coaching starts.

A dedicated sales coach is the opposite. They hold no power over your job and they are not protecting a number. Their only job is to help you see your deals, and yourself, clearly enough to act.

Top performers in every high-stakes field have a coach. Everyone else has a manager and a prayer.

If you want to max your comp plan this year, have less stress, and more fun, you need to invest in sales coaching today.

“Anyone who gets the chance to work with him will learn a ton and become a more effective salesperson. He has a passion for helping sales people become better at what they do.”

Larry Boubel · Enterprise AE