Building an $11M a Year Business in Less Than 24 Months

Intended Audience: Quota carrying individuals, particularly in SaaS. Strategic Sellers

Highlights: For individual contributors who have large ARR (Annual Recurring Revenue) targets, here are some proven steps to successfully build an 8-figure+ annual book of business:

• Treat yourself like your own startup and your company as a venture capital firm who has a large stake in your success
• When you start out at your organization, say yes to every opportunity that comes your way, and then once you’ve established yourself, become more strategic with your time and efforts
• Nothing great is achieved alone, so it’s important to rally the organization behind your strategic pursuits
• Keep things interesting and fun by making selling a game
• Once you’ve established a baseline, setting and reaching goals becomes solving a math equation based on your own personal data

Build an ‘intraprenuerial’ mindset

As salespeople, we sit in an interesting role inside our organizations. Once you’ve proven yourself as an individual contributor, you can gain tremendous levels of freedom, flexibility, respect and income. In many ways, these attributes are akin to successful…