If you’re a recruiter (or in any sales role), you know the importance of hitting your targets—preferably without losing your mind in the process. Planning your quarter might sound daunting, but it’s absolutely necessary & having a clear and actionable plan can turn a stressful quarter into a successful one.

Here’s my simple yet powerful 5-point playbook to help you smash your targets every quarter.

1. Know Your Annual Revenue Target

First things first—what are you chasing this year? Whether it’s $200,000 or $1 million, get clear on your annual revenue goal. Then, divide that number by four to set your quarterly target. If your goal is $800,000 annually, your target for the quarter would be $200,000. Breaking it down like this makes it far less intimidating.

2. Determine Your Average Deal Size

Next, figure out how many placements you need to make to hit that quarterly target. For instance, if your average fee per placement is $20,000, then you’ll need to close 10 deals to reach a $200,000 target. Simple, right? This step demystifies the process and makes your goal seem much more achievable.

3. Understand Your Weekly Activity Needs

Now that you know how many placements you need, it’s time to plan your weekly activities. I suggest focusing on activities that will directly contribute to your goals. This means conducting two targeted LinkedIn searches, three open searches, posting two job ads, and doing one full market canvas per week. Find your sweet spot—enough to stay productive but not overwhelmed.

4. Track Your Interview Volume

Interviews are where the magic happens. Aim for five interviews per week—first interviews, ideally. Over a 13-week quarter, that adds up to 65 interviews, giving you ample opportunities to make those placements. Don’t forget, second interviews count too, but the goal is to keep the momentum going.

5. Identify Your Key Clients

Who are your key clients for this quarter? Client needs change, so your focus should, too. Look at your client list and estimate how many roles you can fill for each. If your top three clients offer six roles combined, you may need to generate a few more through business development to hit your target of 10 placements. Knowing where your work is coming from helps you identify gaps early on.

Bringing It All Together

By following this 5-point plan, you’re not just setting targets—you’re setting yourself up for success. It gives you a roadmap, so you’re not wandering into each quarter hoping for the best. Write down your goals, break them down into these five steps, and stick to the plan. You’ll feel more in control and, more importantly, you’ll be well on your way to hitting your targets.

Remember, everyone’s desk is different, so feel free to tweak the plan to suit your needs. The key takeaway? Have a plan. If you can plan it, you can execute it. And if you can execute it, you’re halfway there.

So, go on—make this quarter your best one yet.