Build a Sales Team That Hits President’s Club Every Year | Marcus Chan

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1. 3:59

   That's actually a realistic. So build a really simple visual tool inside the Google sheets that breaks down what we call the road depends club. So this shows you a little hour by hour, exactly what a presence club, a routine looks like from when they start work. So it breaks down visceral detail. Let's say for example, if they wake up at 8am to 5pm, what do they do? “That could be exact phone prospecting times,” all of their internal meetings, that sales meetings, one-on-ones, team trains, et cetera. How many sales spots available for discoveries, demos, et cetera. So it's just set the expectation. How many of those are the prep time or whatever it's going to be. So it should be so clear. They follow verbatim. It'd be hard not to be successful. So for instance, here, you can have all your internal means inside there.

   In Best days and times to cold call

2. 7:37

   You book that meeting six months from now, you put it into your calendar. So it's set on your calendar on there. Even if you need to adjust a little bit, let's get a little closer. At least it's on the calendar and they see it, they accept it. And they realize, whoa, this leader takes it very, very seriously. Now, if you don't want to put it in your calendar, this is what I did personally, cause my calendar got crazy all the time, you know, I actually “just had a tickler for in my invite.” I just created say, Hey, set up, you know, you know, set up development conversation with X. So that way I like, Oh, it's time to do it. And that way, when it pops up, you just be booked on your time with them. And what's actually really amazing is when you do it the second time with them, they're blown away, Mark, because they're like, okay, I thought this was like, you just kind of check in the box.

   In Calendar invite logistics

3. 17:55

   coach on and practice on the field. So that's really key. If you do every single week like that, you'll see a skill increase. And at the very end, you have time. You pick one person to do a live on everybody. So oftentimes that peer feedback is always the hardest. So you put them in uncomfortable environments intentionally to thicken their skin and make them better. So you don't want them to practice on prospects. “You're going to practice with each other.” So you pull one person, they practice in front of everyone, everyone giving them kudos, gives them feedback. And then the meeting wraps up and they go crush the day. Dude. I imagine this being like a killer Wednesday session that most teams run maybe once a month. You're having a sales leader, break down one framework. Then the sales leader does the role play with an AE who's going to grill them.

   In Roleplay and simulation

4. 21:05

   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,

   In Roleplay and simulation

5. 33:39

   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.

   In Persona research and validation

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