How to Generate $1M+ in Annual Recurring Revenue as a Solo Sales Team

Closing over$1 million in new annual recurring revenueyear after year might seem impossible—but it’s not. I’ve done it repeatedly, and today, I’m sharing exactly how you can too.

If you’re afounder, entrepreneur, or startup executivelooking toconsistently hit seven-figure revenue targets, you’re in the right place. I’mBill Rice, a seasoned entrepreneur withmultiple successful startupsandlucrative exitsunder my belt. Every year, I personally generateover $1 million in new ARR—as asales team of one. No big sales force, justproven strategies, disciplined habits, and practical tactics.

In this guide, I’ll walk you through my90-day sales plan approach, abattle-tested, scalable roadmapdesigned to help youhit aggressive sales goals, whether you’re running solo or leading a small team.

Want to build a repeatable system for closing more deals?Schedule a Discovery Callto learn how.

Why a 90-Day Sales Plan Works

A90-day sales planstrikes the perfect balance betweenstrategy and execution. It’s long enough tobuild momentumbut short enough tomaintain urgency.

What a 90-Day Plan Helps You Achieve:

Set clear, achievable revenue goals
Establish repeatable daily and weekly habits
Leverage existing resources for quick wins
Track progress and refine your approach

By following this plan, you’ll create ascalable, predictable sales processthat drivesconsistent revenue growth.

Step 1: Take Inventory of Your Sales Assets

Before setting revenue goals, you need to knowwhat resources you already have. The quickest path to results comes from leveragingexisting opportunitiesrather than starting from scratch.

What to Include in Your Sales Inventory:

Warm leadsfrom past conversations
Aged leadsin your CRM that may be re-engaged
Past clientswho could need your services again
Personal connectionswho can offer referrals
Sales automation toolsto streamline outreach
Freelancers or virtual assistantsto help with lead generation

A simple but powerful tactic is writing down15 peopleyou already know and reaching out personally. Many of your best opportunities are in your network—you just need toreconnect and ask.

Step 2: Set Smart Revenue and Activity Goals

Once you understandwhat you have to work with, setclear revenue and activity-based goalsfor the next 90 days.

Key Metrics to Define:

Revenue target(e.g., $250,000 in closed deals)
Number of new clientsrequired to hit that goal
Daily outbound sales activities(calls, emails, LinkedIn messages)
Content production(LinkedIn posts, newsletters, blog articles)
Audience growth goals(email list, LinkedIn network, webinar sign-ups)

Your plan should not just focus onimmediate sales, but also onbuilding long-term sales assetsthat drivesustained growth.

Step 3: Build an Action Plan with Repeatable Habits

Successful salespeople don’t just set goals—theydevelop daily and weekly habitsthat lead toconsistent wins.

Daily and Weekly Sales Habits to Implement:

Prospecting & Outreach: Block time each day for new lead generation
Content Creation: Publish insights on LinkedIn and send emails to nurture leads
Follow-Up Sequences: Use automated reminders for prospects who haven’t responded
Pipeline Reviews: Track sales progress and adjust strategies
Long-Term Growth Strategies: Build an audience via newsletters or a YouTube channel

By focusing onhabit-building, you ensure that success isrepeatable and scalable, rather than relying on one-time efforts.

Step 4: Leverage Time-Blocking and Automation

Time management iscriticalwhen you’re running sales solo. Without structure, it’s easy to getoverwhelmed and unfocused.

Best Practices for Time-Blocking:

Cluster discovery calls & demosto maintain a focused sales mindset
Schedule dedicated prospecting timeto ensure consistent outreach
Set time for content creationto build authority and inbound leads
Automate CRM workflowsto reduce manual follow-ups

One of the most effective tactics islimiting available meeting times. This creates ascarcity effect, making prospects more likely tobook quickly, while preventing your calendar from beingrandomly scatteredwith appointments.

Step 5: Track Progress and Adjust Every 30 Days

A90-day planisn’t static—it needs to bereviewed and adjustedevery month formaximum effectiveness.

How to Stay on Track:

Review key metricsevery 30 days to see what’s working
Refine outreach strategiesbased on response rates
Double down on high-performing activitiesand eliminate low-impact ones
Identify new leverage pointslike hiring a virtual assistant or refining automation

By the 90-day mark, you should haveclear trendson what’s working and where you can scale your efforts.

Final Thoughts: Build a Sales System That Works for You

This90-day strategyhas helped me consistentlyclose over $1M in new annual recurring revenue—without a big sales team.

Focusing onstructured goals, repeatable habits, and strategic time managementcreates ascalable systemthat brings in revenue predictably.

If you want a copy of my90-Day Sales Plan Template,click here.

For more strategies on B2B sales success, consider signing up for myLead Brief Newsletter, where I share proven insights to help you grow and scale your business.

Additional Resources

→ My Lead Generation Reading List

$100M Offers by Alex Hormozi $100M Leads by Alex Hormozi Expert Secrets by Russell Brunson The Art and Business of Writing by Nicolas Cole Founder Brand by Dave Gerhardt

Predictable Revenue by Aaron Ross & Marylou Tyler

The Challenger Sale by Matthew Dixon & Brent Adamson→ My Sales & Marketing Stack

Notion (Productivity)

Close (My CRM)