Podcast episode
Build a Sales Team That Hits President’s Club Every Year | Marcus Chan
30 Minutes to President's Club19 Aug 202538 min
Description
Sales leadership expert Marcus Chan reveals the exact systems and rhythms that turn average reps into Presidents Club winners. From personal success blueprints to “Real Play Fridays,” you’ll learn how to build trust, reduce turnover, and create a culture of consistent high performance. 🎙️ ACTIONABLE TAKEAWAYS: Winning Wednesdays — Lock in a one-hour training every Wednesday, led by you, a top rep, or a manager (not just enablement). Real Play Fridays — Two hours of live, intense practice scenarios with real buyer personas (e.g., your CFO if you sell to CFOs). Monthly War Rooms — Four hours focused on moving stalled deals forward or closing them out, with live calls and strategy in the room. Action Item — Find your company’s buyer persona, buy them lunch, and role play how they’d buy your product to sharpen your team’s approach. 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. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: How To Bulid A Winning Sales Team With Commitment To Practice (Lead Episode) How to Run 1-on-1s and Practice Roleplays in Sales (Newsletter) Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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So what this was, was for every new hire, or anybody who's not performing, and I also made it open to other people, is I set up a time on Friday for two hours to do full real plays. So these are like, not just role plays, this is where you as a sales leader act as a toughest prospect, and you run through full scenarios of the reps “on the discovery, demo, whatever, right?” And they're coming in and they're role playing with you, and you're just being tough on them, right? You're getting them bloody behind closed doors. So this is like, some of the most valuable time to start doing it, right? And some out there are like, oh, it sounds kind of intense. It was intense, it was intentionally intense. But what was really interesting was, when I started to do this,
This is what I did. This is lead the generator. This is why I booked. Right. “And if they were booking opportunities, we'd actually have them write out” who they booked the accounts and who is with, so this way people could see who it was, because what happened was. Especially for, like, you know, we sold to all industries. So for instance, let's just say they sold into province, province, healthcare systems, healthcare system. Right. And they, they booked a certain certain means. Maybe they're like the clinic side, like, oh, okay.
and use those as their trigger. And we built a growth playbook with our friends at 11X breaking this stuff down. You can get it for free at 11x.ai backslash 30MPC, or grab it in the show notes. Listen, I think right now what you should do is you should find your buyer persona in your company. You should buy them lunch. “You should go interview them and ask them how they might make a purchase with what you” sell, right? And then set up some time to do some role plays. This is an interesting little exercise that we used to do at Outreach. When we'd onboard SDRs and AEs and do prospecting, we would have them call me and the other VPs of sales in the company, and they had to book a meeting.
You should go interview them and ask them how they might make a purchase with what you sell, right? And then set up some time to do some role plays. This is an interesting little exercise that we used to do at Outreach. When we'd onboard SDRs and AEs and do prospecting, we would have them call me and the other VPs “of sales in the company, and they had to book a meeting.” And anybody that book a meeting got $100 bonus during onboarding. It was amazing how much more dialed in the cold calls were, and you could give great coaching. So find some people in your company that are your buyer persona and see if you can line them up to do some real plays.