Derived from top performers
The $250K/month formula.
Reverse-engineered from 48 quota-hitting months across your top performers. This is what the data says it takes.
Monthly view compares each rep's average monthly revenue against the $250K target.
Live sync: waiting for first HubSpot pull.
The big surprise — calls aren't the gap.
Newer reps (Blair, Cameron, Jason) are making more calls per month than your top 5. Blair logged 810 calls/month vs Seb's 282. The differentiator is deal quality, not call volume.
Deal value is everything.
Top performers average $4,500–$5,600 per deal. Newer reps are closing at $1,500–$2,100. To hit $250K at $2K AOV you'd need 125 deals/month — that's physically impossible. Raising AOV is the fastest path.
Volume + pipeline is the compound effect.
Top performers need ~$750K pipeline at any time (3× target). With 35–55 deals closing per month, that means consistently adding 50–70 new qualified leads into the pipeline every month.
Individual performance
Rep-by-rep breakdown.
Based on 26 months of NetSuite revenue data cross-referenced with HubSpot activity since Jan 2024. $250K/month = quota. Dots = months above $250K.
💬
SMS tracking methodology
SMS values are pulled from HubSpot Communications (channel type = SMS), grouped by rep owner, then converted to monthly average over the 8-month window (Jul 2025–Feb 2026). To refresh the numbers later, rerun the pull script and it will update
SMS_TOTALS_BY_REP automatically for both the rep cards and comparison table.
SM
Seb McCole
Elite
Avg Monthly Rev$195K
Avg Order Value$5,628
Calls / Month282
Emails / Month398
SMS / Month0/month
Meetings / Month0.5
Closed Lost / Month18.8
Deals / Month34.7
To $250K78% of target avg
Gap to $250K
Increase deals/month from 34 → 45. Focus on lead pipeline volume — the AOV and conversion are already elite.
DD
Daniel Donskoi
Elite
Avg Monthly Rev$189K
Avg Order Value$4,517
Calls / Month246
Emails / Month240
SMS / Month<1/month
Meetings / Month1.2
Closed Lost / Month63.6
Deals / Month41.9
To $250K76% of target avg
Gap to $250K
Increase calls from 246 → 325/month AND raise AOV from $4,517 → $5,500+ by targeting higher-value gym clients. Either lever alone gets close.
NM
Nathan McConnell
Elite
Avg Monthly Rev$183K
Avg Order Value$3,683
Calls / Month145
Emails / Month402
SMS / Month0/month
Meetings / Month0.7
Closed Lost / Month32.7
Deals / Month49.7
To $250K73% of target avg
Gap to $250K
Highest deal volume (49.7/mo) but lowest AOV ($3,683). Raising AOV to $5,000 alone would push avg to $248K. This is a pricing/client mix fix, not an activity fix.
PJ
Peter Jordan
Elite
Avg Monthly Rev$171K
Avg Order Value$4,966
Calls / Month173
Emails / Month418
SMS / Month2/month
Meetings / Month4.0
Closed Lost / Month34.6
Deals / Month34.4
To $250K68% of target avg
Gap to $250K
Good AOV ($4,966) but deal volume needs to go from 34 → 51/month. Email activity is strong (418/mo) — needs more calls to drive more at-bat conversions.
TH
Tim Heasman
Elite
Avg Monthly Rev$158K
Avg Order Value$5,301
Calls / Month275
Emails / Month1,015
SMS / Month<1/month
Meetings / Month0.3
Closed Lost / Month6.3
Deals / Month29.9
To $250K63% of target avg
Gap to $250K
Exceptional AOV ($5,301) — highest email activity (1,015/mo suggests strong automation use). Biggest gap is deal volume: 30 → 48/month. More pipeline, not harder work on existing leads.
JT
Jesse Thompson
Growing
Avg Monthly Rev$112K
Avg Order Value$4,198
Calls / Month320
Emails / Month1,296
SMS / Month0/month
Meetings / Month0
Closed Lost / Month13.8
Deals / Month26.6
To $250K45% of target avg
Gap to $250K
Activity is there (320 calls, 1,296 emails/mo). Has hit $360K — so the ceiling is proven. Focus: deal volume consistency. Needs 27 → 60 deals/mo. Pipeline fill rate is the constraint.
BS
Blair Sheppard
5 months
Avg Monthly Rev$38K
Avg Order Value$2,085
Calls / Month810
Emails / Month~1,000
SMS / Month0/month
Meetings / Month0
Closed Lost / Month6.0
Deals / Month18.4
To $250K15% of target avg
Priority focus
Too many calls, wrong targets. 810 calls/mo with $2K AOV = chasing small fish. Stop at 300 calls, target B2B gyms with multi-equipment orders ($5K+).
CW
Cameron Waite
5 months
Avg Monthly Rev$26K
Avg Order Value$1,469
Calls / Month522
Emails / Month~1,000
SMS / Month0/month
Meetings / Month0.4
Closed Lost / Month2.4
Deals / Month17.8
To $250K10% of target avg
Priority focus
Lowest AOV on the team ($1,469). Quality over quantity — stop selling single items, push packages. Target commercial gym fit-outs. HubSpot win rate data is the key benchmark here.
JC
Jason Conn
3 months
Avg Monthly Rev$13K
Avg Order Value$2,084
Calls / Month363
Emails / Month~2,667
SMS / Month0/month
Meetings / Month0
Closed Lost / Month1.3
Deals / Month6.3
To $250K5% of target avg
Priority focus
Very early stage. Very high email activity (2,667/mo) but only 6.3 deals closing. Focus on conversion from quote to close — not more outreach.
CD
Chris Dennis
1 month
Avg Monthly Rev$2.4K
Avg Order Value$802
Calls / Month433
Emails / Month~5,000
SMS / Month0/month
Meetings / Month3.0
Closed Lost / Month0
Deals / Month3.0
To $250K1% — too early
Priority focus
1 month in — benchmark only. Extremely high email activity suggests automated outreach setup. Focus: first 3 qualifying conversations with real B2B gym prospects.
Full team comparison — activity vs revenue
Jan 2024 – Feb 2026 (NetSuite + HubSpot)| Rep | Total Revenue | Active Months | Avg Monthly | Deals / Month | AOV | Calls / Month | Emails / Month | SMS / Month ⓘ | Meetings / Month | Closed Lost / Month | $250K Months | Calls @ $250K Target |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
★ $250K Target Required activity |
$250,000/mo | — | $250,000 | 45–55 | $4,500+ | 200–300 | 300–450 | — | — | — | Every month | 200–300/mo |
SM Seb McCole Elite |
$5,070,809 | 26 | $195,031 | 34.7 | $5,628 | 398 | 0 | 0.5 | 18.8 | 10 | +18 deals/mo needed | |
DD Daniel Donskoi Elite |
$4,923,435 | 26 | $189,363 | 41.9 | $4,517 | 240 | <1 | 1.2 | 63.6 | 10 | +80 calls OR +$1K AOV | |
NM Nathan McConnell Elite |
$4,762,591 | 26 | $183,177 | 49.7 | $3,683 | 402 | 0 | 0.7 | 32.7 | 10 | AOV fix: $3.7K → $5K | |
PJ Peter Jordan Elite |
$4,444,305 | 26 | $170,935 | 34.4 | $4,966 | 418 | 2 | 4.0 | 34.6 | 8 | +17 deals/mo needed | |
TH Tim Heasman Elite |
$3,169,937 | 20 | $158,497 | 29.9 | $5,301 | 1,015 | <1 | 0.3 | 6.3 | 6 | +18 deals/mo needed | |
JT Jesse Thompson 12 months |
$1,339,170 | 12 | $111,597 | 26.6 | $4,198 | 1,296 | 0 | 0 | 13.8 | 2 | +33 deals/mo needed | |
BS Blair Sheppard 5 months |
$191,795 | 5 | $38,359 | 18.4 | $2,085 | ~1,000 | 0 | 0 | 6.0 | 0 | Reduce calls, raise AOV | |
CW Cameron Waite 5 months |
$130,765 | 5 | $26,153 | 17.8 | $1,469 | ~1,000 | 0 | 0.4 | 2.4 | 0 | Lowest AOV — ICP fix needed | |
JC Jason Conn 3 months |
$39,604 | 3 | $13,201 | 6.3 | $2,084 | ~2,667 | 0 | 0 | 1.3 | 0 | Conversion fix needed | |
CD Chris Dennis 1 month |
$2,405 | 1 | $2,405 | 3.0 | $802 | ~5,000 | 0 | 3.0 | 0 | 0 | Too early to assess |
What to do with this
Per-tier action plan for H1 2026.
Three different strategies based on where each rep is in their journey.
1
Elite reps — push to $250K consistently.
Seb, Daniel, Nathan, Peter, Tim
Nathan: Purely an AOV problem. Current $3,683 → target $5,000+. Review lead source — are inbound leads smaller gyms? Start filtering for commercial operators and multi-location facilities only.
Seb & Peter: Deal volume gap (34–35/mo, need 45–55). Add 15 new qualified leads to pipeline per week. Calls are at the right level — it's pipeline fill rate, not effort.
Daniel: Either 80 more calls/month OR raise AOV from $4,517 → $5,500. AOV lever is lower effort. Identify 10 existing customers for upsell in next 30 days.
Tim: Exceptional AOV ($5,301) with high email automation. Gap is simply more deals. Use the email sequences working now — just increase pipeline at top of funnel by 30%.
All elite reps: Set a weekly pipeline review — if pipeline falls below $750K, pause closing work and do 2 focused prospecting blocks that week.
2
Growing reps — get to $150K first.
Jesse Thompson
Jesse has already proven $360K is possible — Dec 2025. That's not a ceiling problem, it's a consistency problem. The data says he has the activity and the AOV.
Focus: What made Nov–Dec 2025 different? Pull those HubSpot deals and identify the source. Was it a particular lead segment? Event-driven? Replicate that trigger monthly.
Deal volume target: 27 deals/mo now → 60 needed for $250K. That's a 2.3× increase in pipeline throughput. Set a weekly new-deal creation target of 15+.
High email activity (1,296/mo) suggests automation is running. Track which sequences are converting to deals vs just opens — cut the dead ones, double the live ones.
Monthly milestone: Mar target $150K → Apr $175K → May $200K → Jun $250K. Staged ramp aligned with pipeline building time.
3
Emerging reps — fix deal quality first.
Blair, Cameron, Jason, Chris
The core problem: All four are calling volume reps selling low-value deals. At $1,500–2,100 AOV you mathematically cannot hit $250K/month without 125+ closes — that's impossible.
Immediate ICP reset: Only call commercial gym operators, hotel gym fit-outs, corporate wellness, multi-location franchise groups. No more consumer-style single-item calls.
Reduce call volume from 500–800/mo to 200–250/mo. Spend the freed time on deal qualification, discovery calls, and follow-up on existing quotes.
Shadow an elite rep for 2 weeks. Have them listen to or join 5 discovery calls to observe how they qualify and upsell to $5K+ deal sizes.
90-day AOV target: Blair $2K → $3.5K. Cameron $1.5K → $3K. Jason $2K → $3.5K. Until AOV crosses $4K, $250K is not a realistic 2026 H1 goal — set $80–100K as stepping stone.