BACK TO ZERO
Take your team back to zero

How do you sell 100 million a year?

Move your business levers and find your formula: the year you get there, how many sales each rep needs and how often one has to close.

You get there in year

In year 9 you bill $113.8M with 9 reps.

Just you: not within 15 years. Deal size does not change how much you bill: it changes how many times you have to sell.

Your pace

Sales per rep · year 1
6
Goal $300,000 ÷ deal $50,000
One sale every · year 1
61 days
🦖 Extinct
Your team · year 9
every 5 days
😎 Lukewarm
81 sales across 9 reps
Active customers · year 9
226
To look after so they renew

What if…?

+1 new rep per year2 years sooner
+5 points of renewal1 year sooner
+10% goal per rep1 year sooner
+2 points of goal growth1 year sooner
Year by year
YearRepsGoal per rep Sales eachOne sale everyRenewed base (month) New MRR (month)Billed in the yearJust you
11$300,000 661 days$0$300,000 $2M$2M
22$315,000 752 days$240,000$630,000 $7M$4.9M
33$330,750 752 days$696,000$992,250 $14.8M$7.5M
44$347,288 752 days$1.4M$1.4M $25.2M$9.7M
55$364,652 846 days$2.2M$1.8M $38.2M$11.7M
66$382,884 846 days$3.2M$2.3M $53.5M$13.4M
77$402,029 941 days$4.4M$2.8M $71.2M$15M
88$422,130 941 days$5.8M$3.4M $91.3M$16.5M
99$443,237 941 days$7.3M$4M $113.8M$18M
1010$465,398 1037 days$9.1M$4.7M $138.9M$19.4M
1111$488,668 1037 days$11M$5.4M $166.5M$20.7M
1212$513,102 1133 days$13.1M$6.2M $196.9M$22M
1313$538,757 1133 days$15.4M$7M $230.1M$23.4M
1414$565,695 1230 days$17.9M$7.9M $266.4M$24.8M
1515$593,979 1230 days$20.7M$8.9M $305.9M$26.2M

Get your team selling more often →

How the simulator works

Example: with a goal of $300,000 per rep, 5% growth, a deal size of $50,000, one new rep per year and 80% renewal, you cross $100M in year 9. Just you, without growing the team, you do not get there within 15 years.

  • The goal per rep is monthly recurring revenue (MRR): how much the monthly billing they add grows during the year. It grows by the % you choose every year, and new reps join at the start of the year with that year's goal.
  • New sales are spread evenly through the year: on average each one bills 6.5 months in its first year. At the start of the next year, the % you choose of everything sold before renews (existing revenue included), and that is the base the new MRR is added to.
  • "Billed in the year" = renewed base × 12 + new MRR × 6.5. You cross the goal the first year that figure reaches it.
  • Sales per rep = goal ÷ average deal size (rounded up). "One sale every" uses calendar days, just like the Back to Zero days-without-a-sale counter, and takes its color and status.
  • It is a simple model to discuss as a team: deal size stays the same, and it leaves out one-time sales, costs, commissions and rep turnover.

Read the guide: How to sell 100 million a year: the recurring revenue formula →