My Friend's Boring, Repeatable Path to President's Club Every Year

Quality × Quantity × Time = Results.

My friend Evan (fake name, real guy) made President's Club 18 out of the last 20 years for two different companies in entirely different industries following this same boring process. He just does it a lot, correctly, and all the time consistently. He routinely closes 3x his peers selling the same products.

(In fact, here’s the exact boring list:)

He gives it to anyone who asks and they’re shocked because it is so boring.

Success = Quality × Quantity × Time. This formula matters more than any process.

Doing good work is important in any job. And you have to do a lot of work to be successful. But the real multiplier is consistency over time. That’s what compounds results and separates good from sustained excellence.

People drop the ball every day. Evan did too, earlier in his career. That’s why he built the system.

Leaders can play a strong role here.

Document what good looks like. Not what you think it looks like. Not what it looked like at your last company. What it actually looks like with your product, your buyers, your sales cycle.

It’s in your call recordings. Pull a top performer and someone still learning. Put it on paper together.

Then build artifacts and support around it.

Do you have materials to run smooth tech review calls every single time, regardless of who runs them? You should.

What do you really need to learn from the customer to tell a compelling demo story? Evan’s tip: “Make it all about them.”

Not very original, is it?

Test it in role plays. Inspect it under pressure.

Chuck Knoll: “Champions are champions not because they do anything extraordinary but because they do the ordinary things better than anyone else.”

The difference between $10M and $1M isn’t talent.

It’s doing the ordinary things at the highest level you can, every single time.

That’s execution.