Podcast episode
How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
30 Minutes to President's Club26 Feb 202640 min
Description
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast. 🎙️ ACTIONABLE TAKEAWAYS: Tee reps up instead of taking over calls: Guide them toward the next talk track rather than jumping in and owning the conversation. Create a parking lot for leadership ideas: Capture thoughts in a 1:1 doc instead of sending reactive Slack messages that distract the team. Make role play part of the culture — not just onboarding: Demonstrate first, give one clear improvement at a time, and practice right after real calls. Show reps what a President’s Club week looks like: Build a clear calendar blueprint so they know how to structure their time to win. MARCUS’ PATH TO PRESIDENT’S CLUB: Sales Leader @ Multiple Orgs (3–110 reps) - Hit President’s Club 9/10 years, drove $190M new business, ran $195M P&L. Corporate Sales Professional @ 2 Fortune 500 Companies - Promoted 12x in 8 years, #1 in every role. Author & Thought Leader - WSJ Best-Selling Author, featured in Forbes, Yahoo! Finance, Salesforce. These Courses Will Get You to President’s Club: 🏋 30mpc.com/training 👥 Leadership Course 💼 Selling to the C-Suite Course 📧 Cold Email Course ☎️ Cold Call Course 🔮 Discovery Course 🛠️ Free Toolkits Get More Tactics: How ELITE Sales People Structure Their Day Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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towards making sure each week's plan accordingly whether it's for example five discovery calls a week you know two call blocks a week as well it's all on there in which then they can take that and transfer it to their own google calendar or outlook calendar and then make sure they're matching that performance because ultimately what we know a rep is doing the will which is doing the right effort “if they're not getting where they want to go it's potentially a skill issue which can help coach that” as well all right dude bring us home what's number three so part of the ramp here this is really really critical is you want to have exact success metrics for every single week starting with the first week all with the entire onboarding process and they should be so clear that when they see the
Great question. So in my opinion, it should be the frontline sales leader, right? Because their comp is directly tied to revenue. Now I love enablement. I think enablement is great, but oftentimes their numbers and metrics are tied to compliance, completion rates, et cetera. When you, when you have a number to deliver, you do different things, right? So, and you know, things are what happens actually on the field, right? “So it should be the frontline sales leader running these as well.” Now, depending on the size of the org that you have, right? Like early on, I took over a sales team. I had six reps, none of them performing. So I brought new people in. There was no way I was allowing any of those reps to going to be to help with any of that training. Now, as I start to build better team over time, I started having some of these top reps help join me.
I pick people at random pick different time and we do a real play live. So we can see how they would do right. If I'm, if I have a call with a sales rep and we own a sales call, call gets over. We stay on the talk and we I'm coaching through, Hey, what did you do? Well, what did you, what could you work on? I pick one area. I say, Hey, this is, let me show you a good, good looks. “And I'll role play on the spot for them.” They see it. Now you go, it's a cultural thing over time where it should not just be a singular event that happens only because they're, because they're new, you do. It's a point where they stay ready. They don't have to get ready. That's really the point. This is the difference between an elite sports team and an average.
So they're, they're not, they're not pacing where I need to be. So I'll set a separate time where it's just me and them, and we're just doing more real place. Just, just practice drills, running boom over and over to the points of this way. They feel more comfortable next week. Then of course they might still be uncomfortable, but they can run the call. “I can observe them, let them flounder a little bit, which is okay.” Right. And then come help them a little bit if I need to. Right. Or at times, sometimes if I know it's a low quality call, I'll often completely botch the call, which is okay as well, because I want them to make sure they can understand like where they're at and they can read the situation and get better over time. How do you decide when to jump in versus not to at all?
Right. I think the Salesforce data sales report says like, like maybe they spend only 40% of their time. Actually, you know, actually selling. Right. So when you build out the perfect week and you help them identify what their clear IPAs are, income producing activities, then you can help them isolate down, Hey, you know what? You can only do four things that makes you money. Number one, generate pipeline. “Number two, advanced pipeline.” Number three, closed pipeline. Number four, venture sales skills. Everything else is just noise. And I want your week to look just like this every single week. Now here's the reality. When you build that perfect week, some of us are like, Oh, it's not going to work every single week. It's impossible. Doesn't matter. Even they stick to an 80% of the time. They're already far ahead.
They're getting the repetitions in. Right. So sometimes what they would do is they would spend like, just like too much time researching. So then we had to make sure we're building up and like, okay, this is when you research, you do your research, you know, Fridays from one to 3 PM is when you do your research. Then when you prep your list, you clean it up, you get it ready for the following week, you prioritize and segment them. “So come Monday, you just open up CRM and you just go, that's it.” You don't think so. You don't, you didn't all that. So that, that was like a big thing. Otherwise they were like random time. They're doing research. So they weren't batching their, their, their tasks together. Okay. Um, that also has an admin as well. Cause like they do, some of them wouldn't know how to batch admin and different ways and they don't have a batch and focus their time. Right. Dude.