One thing is for certain if you are tagged as the “Rainmaker” in your company you can count on your quota going up year over year! You can also count on your peers and leadership team looking over your every move to understand you’re DNA. During this week’s blog I will focus on what I think makes up the DNA of a Sales Rainmaker and point out the tools that must be sprinkled in to keep the DNA in check.
Below are 8 “DNA” qualities I think make up a great sales professional:
Patient “It takes 7 sales touches to win a deal” – Author Unknown
Creative “You need 2.5X in pipeline to make revenue goals” – Author Unknown
Performer “Work hard & get lucky” – Friend CS!
Multitasker “80/20 rule or 20% of your prospects make up 100% of your goal” – Author Unknown
Fearless, “Treat every day like its month, quarter or year end and you will exceed plan” – Me
Honest “In everything do to others as you would have them do to you” – Jesus
Persistent ”There is no one giant step that does it. It’s a lot of little steps.” – Peter A. Cohen
Embracer“If the deal is not identified in our CRM system you don’t get paid” – Your Sales Mgt.
The need for tools to glue the DNA strands together:
According to the Just Sell Blog a sales process consists of Prospect, Interview, Analyze needs, Present, Negotiate, Close, Service & follow up. Multiply that many steps across multiple prospects and you have ingredients for disarray. Add to this the need to harness the power of Social CRM channels and your rainmakers will quickly loose their mojo and become reactive vs. prescriptive in their rain dances!
The Recommended Tools:
- CRM platform that gives back value.
- Sales intelligence platform to tell you who you should call.
- Mobile sales platform allowing your staff to use the mobility tools they want in order to update the CRM system you have in place.
- Strong sales leadership.
- Effective compensation plans that have sales teams and sales leadership in alignment.
Incorporation of these ideas and others provided through the resource links will drive your company in the right direction around sales excellence and good customer relationship management!
A great sales blog authored by Kelley Robertson on the 6 Reasons why sales people need to watch American Idol.
The Chris Farley picture referenced in this blog is for education purposes. All Rights Reserved to Chris Farley Movies.