When most reps start their sales career, they can recite their quota like the back of their hand.
The problem?
They have no idea what level of prospecting activity it actually takes to hit that number — so they end up missing it.
Cue 30MPC’s Founding AE, Alex Murphy — a 30-year-old teacher who had never sold a thing in his life.
Here were his quota numbers during his first four months in sales:
Alex’s Quota Attainment: 148%. 201%. 248%. 272%.
Alex didn’t hit those numbers by focusing on his quota like a typical newer rep.
Instead, he hit them by ignoring it — and doing a little math to figure out exactly how much activity he needed to book the right number of meetings.
Today, we’re breaking down Alex’s 3-step prospecting framework that helped him blow his quota out of the water as a first-time seller:
- What Do You Want and What Does It Cost?
- How Many Meetings Do You Need to Book?
- How Many Prospects Go Into Your Sequence?
And if you want to hear Alex break this down step by step, check out our latest YouTube drop here.
Step 1: What Do You Want and What Does It Cost?
Before Alex ever hit those quota numbers, he and his wife started by going to a local coffee shop and asking two simple questions:
“What do we want in our lives?” and “And what does it cost?”
Their answers: Buy a home in Austin and have a baby.
So Alex did the math to figure out exactly how much commission he’d need to bring home each month to afford both.
To support his family and a baby, it’d cost him: $5,423 per month
From that point forward, his mindset completely changed.
Instead of thinking, “I have to book 30 meetings to hit quota…”
He thought, “I need to book meetings to buy a home and start a family.”
So instead of chasing a number, chase exactly what you want in your life instead to motivate you.
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Step 2: How Many Meetings Do You Need to Book
Once Alex knew how much money he needed to make each month in commission, he worked backwards to figure out how many meetings he needed to book.
Most organizations have these crazy complicated commission structures that Alex chose to ignore.
Instead, he pulled up a few recent pay stubs and asked a simple question:
“How much commission did I make that month — and how many meetings did I book to earn it?”
By doing this for a few months in a row, he found his average commission per meeting:
Alex’s Average Commission Per Meeting: $168
So if he wanted to bring home $5,423 per month (for the house and baby), all he had to do was divide:
$5,423 (cost of house & baby) ÷ $168 ($ per meeting)= 33 meetings per month
Instead of guessing or stressing about quota, he had a clear, data-backed target that actually motivated him:
Book 33 meetings a month → earn enough to buy a house and start a family.
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Step 3: How Many Prospects Go Into Sequence?
Now that Alex knew how many meetings he needed, he took it one step further by figuring out the exact number of prospects to sequence to hit that number.
He looked back at his prospecting data and asked:
How many prospects did it take to book one meeting?
Alex had to work 27 prospects to generate 1 meeting.
So he needs 33 meetings a month for the house and baby, so he’d then calculate:
27 (prospects per meeting) × 33 (meetings goal) = 891 prospects per month to fund his lifestyle.
That’s the golden number — the amount of new contacts he needed to sequence each month to hit meeting goal and ultimately his life goals.
Now he didn’t need to wonder how he’d hit quota — he just needed to feed 891 prospects into his system and execute.
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So where’s Alex today?
He’s still crushing it as a Founding AE here at 30MPC — now a homeowner in Austin, Texas, and, more importantly, a proud girl dad.
If you’ve been chasing quota instead of chasing what you actually want in life, try Alex’s prospecting method.
Curious how many prospects it takes to buy a Tesla? It’s not as many as you’d think.
Watch Alex break that down here in our latest YT drop.
(PS: It’d mean the world if you subscribed and hit the bell to support the channel, folks)
