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this is exactly what I would do if I was missing quota in my software sales career for those of you that don't know I am a senior Business Development representative I have worked at my current company for almost two years now and I pride myself on the fact that I've never missed quota not once the very first month I started at my company I hit an exceeded quota and I've never let off the gas since then and a lot of people wonder Jacob how are you consistently able to do this because it is one thing to hit quota one month or every now and then it's another thing to consistently hit quota and then it's another thing to consistently hit quota and then go above and beyond that I set a goal for myself every single month I want to 2x the quota that my company has set for me so what that looks like is generally we're asked as business development reps to set at least 10 meetings for our account Executives I always aim to be somewhere around the ballpark of 20 meetings set per month how do I do this what does this look like how am I able to double quota while some reps struggle to not even hit quota and I'll tell you this when it all comes down to and if you are not hitting quota and promise you one of two things one and this is the case 85 to 90 percent of the time you're just you're not trying hard enough and usually you're really not trying hard enough the beauty of being in Tech sales the beauty of of of what our industry is you get an insane amount of free time you have complete leniency to set up your own schedule to create that however you would like I know for myself I only have like two hours worth of meetings that I need to be on every single week aside from that I create my schedule completely how I want so I'm able to wake up when I want to start working when I want to eat lunch go to the gym whatever I want to do and then stop working whenever I want for some reps they take advantage of that in a very negative way and they sleep in they go out and spend an hour eating lunch they'll go to the gym to take naps in the middle of the day they'll stop working early and they Wonder at the end of the month how am I not at quota I only have to book 10 meetings how am I not able to do that generally it's because if you take an an audit of where your time has been spent you are not spending enough time prospecting you're just not so that's the first thing I would say double down on your prospecting start working at nine o'clock don't wake up at nine o'clock clock in and be ready to work at nine o'clock don't stop working at two in the afternoon at three in the afternoon stop working at five in the afternoon so this is what you do now now you have said hey I'm actually gonna work eight hours throughout the day crazy idea right crazy thought but I'm actually gonna work eight hours from there once you have worked eight hours you're gonna notice one of two things okay either one you are going to have a packed schedule you were going to have a packed calendar and you are going to realize hey I'm able to send emails all day and I don't have any free time because I'm just sending emails all day and I'm able to cold call and I have I'm taking up my full my complete eight hours and if you are doing that and you realize hey I'm able to work a complete eight hours awesome do that for three weeks and you will hit quota guaranteed nobody works 40 hours a week and doesn't hit quota Point Blank quotas as a business development rep are so easy so easy you almost have to try to not hit your quota if you work 40 hours per week you will hit your quota I've had one month where I almost did not hit quota I didn't work for three weeks of that month because I was getting married and I was on my honeymoon yet I still was able to be the top performer at my company and hit quota and go beyond that so I will tell you this if I can hit quota within a week week and a half you can hit quota within four weeks it's very simple so what you'll need to realize is hey if I'm working 40 hours I'm completely booked up I'm I'm able to do I have enough work to be able to work eight hours now if you're not able to do that this is the second part and you realize hey I want to work from nine to five but I do not know I I send all my emails I do all the cold calling and I've got like four hours of my day left that happens sometimes what you need to realize at that point is you need to game plan with your supervisor or with your account manager or your account executive and you need to say hey I'm trying to work eight hours I know I'm not where I need to be in regards to quota I'm having a hard time getting there I'm this is what I'm doing from nine to ten nine to eleven nine to twelve I can't figure out how to space the rest of my day to actually get meaningful work done what extra could I do and they'll tell you they'll either give you more accounts so you can Prospect so you're able to send out more emails you're able to do more cold calls you're able to get in front of more prospects which will more times than not result in more meetings right so they'll help you out there or they'll tell you this and this is the answer more times than not you have not truly prospected all of your accounts so let's say you have an account you have 20 accounts you feel like you've prospected them as hard as you can a lot of times what happened is bdrs only are going to go into that account and send emails and cold call One contact maybe they'll go after two contacts what I do and what I recommend everyone doing is I'm going to go after five or six different contacts instead of just going after the CEO I'm going to go after the CEO the VP of sales the VP of marketing the marketing writer the sales director the cro because of that now I've got five six seven different prospects that I'm able to tap into for just one account the biggest issue and how most people don't hit quota if they're actually putting in the time is there not prospecting enough people in a given account so what I mean by that is they're looking at an account they're going after one person maybe two you need to be going after five six seven different people because now instead of you just sending one email per day to One account you're able to books you're able to send six emails a day instead of one cold call you're able to do six cold calls you have 12x your your activity by doing that you now that's just for one account let's say you do that for an extra 10 accounts an extra 15 accounts you will then see hey I'm not even able to to I'm going to prospect my whole eight hour work day and I still am going to have work that needs to be done and that is the best position you can be in where you work eight hours you've given yourself very meaningful tasks to do tasks that will lead to revenue and you still need more stuff that needs to be done and then you go at it again the next day here's the thing don't just work hard for that eight hours and then the next day work four hours that's where most bdrs mess up work eight hours come back the next day work another eight hours do that for three weeks do that for four weeks I promise you'll hit quota it's almost impossible not to it really is just as simple as you devoting your time to it as ask yourself why are you not devoting 40 hours a week to your job for most people it's because they love work-life balance they love taking naps in the middle of the day they love not having to dread going to work which I agree with but you have to look at yourself and you have to think what are my goals do I want to be a business development rep forever and make 75.85 maybe 90 000 or do I want to get promoted do I want to be a bdr team lead do I want to be a bdr manager do I want to be an account executive where I'm then getting into the 120 150k range if you are going to be lazy and not hit quota and not blow your quota out of the water none of that is going to be a possibility for you and you're going to see other bdrs come into your company they're going to pass you because they work harder because they're more hungry than you are and they actually have goals so ask yourself what are my goals and listen if you to vote for six months extremely hard work you will more times than not get to those goals or get very very close so I would tell you this work your 40 hours if you if you work for 40 hours and you feel like you don't have enough work to do during those 40 hours go to your manager go to your supervisor go to your account executive they will help you out and they want you to do better because if they're your supervisor they get paid the more you get paid if they're your account executive the more meetings you set the more money they're gonna make so they're going to help you out but you have to decide for yourself hey I'm going to hit quota this month hey I'm going to blow quota out of the water this month so that will fix 90 of Business Development reps issues what about the other 10 where it's just like hey I I can't headquarter I'm working 40 hours a week quote is nowhere in sight what I would tell you then is you need to have a sit down talk with your account executive or with your supervisor you need to say hey I'm working as hard as I can meetings are not coming in what is happening two things will happen either one they're gonna look at it and they're gonna say hey you just don't have enough accounts you're working you don't have enough businesses that were allowing you to Prospect and they'll give you more and that'll solve most every issue giving you more accounts the only reason that would not solve the issue is if your company just does not have good product Market fit if there is not a need for your company software and this is a very small percentage of software companies if there's just not a need for your company's uh software nobody's interested nobody's willing to take meetings because of that you're just not able to book meetings how can you tell if this is the case for your company I want you to look around at the other the rest of the bdr team and ask yourself is anyone else hitting quota if at least one other person is hitting quota you can hit quota as well you can outwork that person if one person is doing it you can do it that being said if there's one person hitting quota and no one else is close to it that might be a little bit trickier so what can you do you need to look at other bdr jobs look around and see if there are other other possibilities of roles that you can get into I'll tell you right now if you've had one bdr job you can get another job within a month it it's not hard people are always looking for experienced Business Development reps even in a super crowded and saturated hiring Market there is no shortage of opportunities so that's what I would do I would say hey is anyone else on my team hitting quota if they are you can as well if not I would start looking around and what what you can do with that is you can look at externally at other companies which in that circumstance I would recommend or you can go to your management you can say hey I'm not hitting quota I'm trying really hard I'm doing what I need to do the rest of the team is not hitting quota what other roles is there any are there any other roles I could get into can I get into an account management role can I get into a customer success role and then you're still making about the same amount of money sometimes a little bit more ask can I get into these roles odds are though if it's not a good product Market fit the company's not going to be doing well and you need to kind of get out of there anyway how can you decide before you get into a company if it has good product Market fit ask how long they've been around look around and see the type of clients they have ask in your interviews what percentage of of employees of B of bdrs are actually hitting quota and if you're not getting if you're not hearing a good answer at least 60 or 70 percent I probably wouldn't consider that company so hope all of that makes sense if at the end of the day you're struggling whether that's to hit quota and you're just like hey I I've done everything I can I want to make more money I need to make more money or if you just want to get a job as a bdr this month within the next few weeks and you you're serious about it I really want to encourage you check the link that's in the pinned comment of this video I've got a program it's extremely cheap where I help you either one get a job or two if you have the job or once you get the job dominate your quota crush your quota set more meetings and everyone else in your company and make the most money I have a link to that below again I have stuff all throughout this YouTube video this YouTube channel that will help but if you're very serious you want to see very quick results I'd love to have you so if you have any questions let me know I'll hear from you soon