The Peace & Power of a Positive Perspective


Made Club?

For many of us, December means year-end and year-end means President’s Club; Quota Achievers; President’s Circle; or the like.  Annual quota attainment goes by many names in a sales professional’s world, true?

My company announced 2014 President’s Club qualifiers last week, along with those that are within reach.  My name wasn’t on the list.  Even though we have a couple of weeks left, I won’t make Club this year.  Will you?  No?  Stings, doesn’t it.

After you’ve earned President’s Club recognition in your career, failing in any subsequent year stings.  Nonetheless,  we compete for a living.  Adversity does not deter our commitment to sales success.  Last year was last year; we are ready to compete again every new sales year as the score is reset to zero.  We know that:

Success isn’t permanent, and failure isn’t fatal. 

Mike Ditka

Although sales professionals work for commissions – many of us will “run through walls” for recognition.  And the best-of-the-best among us earn President’s Club recognition.  In fact, at one company I worked for we put the number of President’s Clubs earned right on our business cards.  That was the “score” that meant the most.

So, if we didn’t make Club in 2014, we will “strap it on” in 2015 and give it another go, yes?  We can do it too, because sales professionals understand the meaning of the word persistence.  We are professionally persistent in our cold-calling; we persist when competing for a deal; and we persist when we occasionally miss Club.  Persistence separates the best-of-the-best from all of the rest:

Nothing in the world can take the place of persistence.  Talent will not; nothing is more common than unsuccessful individuals with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full of educated derelicts.  Persistence and determination alone are omnipotent. 

Calvin Coolidge

And then, there are those rare performers who earn President’s Club year in and year out.  I remember competing against such a person when I relocated to Denver in 1991.  It was the primary reason I was hired for the job – to compete against the best.

Don Wall was Ceridian’s #1 sales rep for 26 straight years and never missed qualifying for their President’s Club.  Amazing!  The company was known as Control Data back then; I had also competed against that company going back to 1979 when it was known as the Service Bureau Corporation.

I didn’t stop Don Wall’s string, but there was enough business for both of us to qualify for our Presidents’ Clubs.  He decided to retire two years after I moved in, his string of consecutive Clubs intact.  Mine, too.

In recent years, quota attainment has been a bit more difficult, true?  Every year we set out to compete for Club.  And on those occasions when we fall a little short, it stings.  No, we don’t show it – we’re too proud.  We silently nurse our wounds, congratulate our colleagues who out-sold us, and quietly set our mind towards next year.  We are persistent, even in the face of adversity.  We are committed to achievement and personal success – it’s how a sales professional is “wired”.

And after a successful 2014, when we are on the stage to receive our recognition, deep down inside we will tell ourselves we earned it by overcoming the adversity of past years.

Adversity clarifies commitment. 

Gary A. Pokorn

So here’s to our 2014 President’s Club colleagues – congratulations!  For the rest of us, 2015 can’t start soon enough.


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