How to Plan Your Best Sales Year in 2026 | Quota Strategy & SKO Survival
Haverin about... · Stuart Miller
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Show Notes
Want 2026 to be the best sales year of your career? Don't wait for it to be handed to you. In this episode, Stuart and Bethany break down exactly how to perform a professional reset for the new year.
We cover the "sales math" needed to reverse-engineer your new quota, how to conduct deep-dive account research before you make a call, and the essential "Sales Kickoff (SKO) Survival Guide" to ensure you network effectively without becoming the topic of conversation the next morning.
Whether you are an Account Executive or a Sales Leader, this practical guide will help you build the systems and processes to crush your number this year.
In this episode, we discuss:
- The Professional Reset: How to analyze your CRM data to find last year's wins and losses.
- Path to Quota: Using the 3:1 pipeline ratio to calculate exactly what you need to close.
- Account Intelligence: Why you need to read the bulletin boards and track LinkedIn activity.
- SKO Rules: How to network with legal teams and why "nothing good happens after midnight."
- Managing Up: Aligning your sales plan with your manager's P&L pressures.
Resources & Links:
- Connect with Stuart on LinkedIn: [Insert Link]
- Connect with Bethany on LinkedIn: [Insert Link]
- Haverin About Store (SKO Mugs): [Insert Link]