Sellers: Track Everything. Here’s Exactly How I Do It.

November 2025

Author

Joey Brodsky
November 17, 2025

Hello and welcome to The Modern GTM Executive by Lunar Executive Search - read by 2,000+ leading Sales, Marketing, and Executive Leaders within Growth-Stage Technology businesses. We’re here to help people redefine their perspective on modern revenue acquisition models, understand what talent & skills are necessary to do so, and how to find the to 10% of GTM Leaders to execute.

Track Everything.

Every top seller I’ve ever placed shares one common behavior: they track their business with more precision than their manager does.

Not because it’s glamorous, but because it’s the only way to diagnose performance, prioritize the right deals, and remove emotion from the job.

Here’s the simple tracking structure I recommend to every AE I coach, and the same one I personally use in my own search practice. You can recreate this in a Google Sheet in 10 minutes.

1. Quota Tracking

This is your running scoreboard. One tab. Updated Quarterly.

Track the basics:

  • Quota Attainment (YTD & Quarterly)

  • Total Closed ARR

  • Average Deal Size

  • Average Sales Cycle Length

Why this matters: Quota isn’t just a number, it’s a trend line. When you can see your velocity, bottlenecks, and coverage in real time, you stop reacting and start operating like a true GTM professional.

2. Deals Done

Every high-performing seller keeps a running spreadsheet of every deal they’ve ever closed. Not for ego—for pattern recognition and career leverage.

Track each deal by:

  • Logo

  • Industry / Vertical

  • Product Sold

  • Buyer Persona

  • Deal Size (ARR)

  • Key Win Factors

Over time, this becomes a portfolio of proof. It’s also the single most valuable asset you have when interviewing, negotiating comp, or moving into enterprise or strategic roles.

Your resume will never be as powerful as a clean, well-maintained deals sheet.

3. Accomplishments & Accolades

You should be tracking your achievements with the same precision you track your deals.

Capture:

  • President’s Club wins

  • Top 10% / Top 5% rankings

  • Quarterly/Annual Rankings

  • Internal awards

  • Major milestones (record deal size, fastest ramp, etc.)

Why this matters: Most sellers forget their own story after two years. The best candidates I place show up with receipts. Hard data. Rankings. Context.

And because they tracked it, they win roles above their level and negotiate comp most sellers can’t justify.

Final Thoughts

Tracking isn’t about self-micromanagement. It’s about owning your craft.

If you don’t document your performance, you can’t improve it—and you definitely can’t sell it (to recruiters or future employers).

Latest Job Opportunities

We've got a number of active opportunities across our portfolio of software clients at Lunar Executive Search currently.

A few select openings: 

  • VP of Sales – VC Backed – Enterprise SaaS

  • Enterprise Account Executive - VC Backed - Enterprise SaaS (NY, NJ, TX)

  • Enterprise Account Executive - VC Backed - Cyber

  • Enterprise Account Executive - VC Backed - IT SaaS (NYC Hybrid)

  • Account Executive - PE Backed - HealthTech

I'm also always look to great candidates for future roles:

  • Chief Revenue Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • Chief Marketing Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Product Marketing - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Partnerships - Venture/PE-Backed - SaaS/Cyber/AI

Highlights from The GTM Kickback! Podcast

We've had a number of excellent interviews recently on The GTM Kickback!, with many more already booked and recorded on the way. 

Want to be a guest? Ping me on LinkedIn! 😎

We're looking for: High-performance GTM Operators, VC/PE Investors in SaaS, and Leading GTM Consultants for early stage technology businesses

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This newsletter is powered by Lunar Executive Search - Finding Premier GTM Talent for Growth Stage Tech Businesses. 

We help disruptive technology companies grow. For venture-funded start-ups and PE-backed enterprise software firms, we have a track record in finding the Top 10% of Sales and Marketing Leadership Talent, and doing so swiftly. 

Reach out to me here: [email protected] 

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Till next time, 

Joey