The Danger of the $2M Rainmaker
Your star salesperson just closed a massive deal, but your operations team is panicking. The customer was promised custom features you cannot deliver without burning through your profit margins.
High sales volume emanating from a lone-wolf rainmaker feels like a blessing. In reality, it is often an expensive operational trap.
Most growing companies rely on charismatic reps who win deals through strength of personality and a five-word vocabulary: "Yes, we can do that!" When your revenue depends on individual charm rather than a structured sales methodology, you do not have a sales strategy; you have a hostage situation!
"Sales is a science, not a science project."
When you build a selling process aligned with how your customer actually buys, you stop over-promising, protect your margins, and eliminate reliance on star performers who hold your business’s well-being in their hands.
GET TO THE POINT
Shift your revenue model from heroics to process with these three rules:
Map the Customer's Buying Journey Stop letting reps execute the old "show up and throw up" routine. Focus on helping your client address and clear the internal hurdles and sign-offs he/she must successfully navigate. Embrace the Power of "No" Train your team to set clear boundaries on what you do… and what you don’t do. Saying "no" early builds credibility and trust and filters out unprofitable work. Measure meaningful progress and results, not conversational “warmth” Track the attainment of defined sales stage gates rather than relying on the emotional temperature of the prospect or the salesperson!. |
Is your revenue tied to a repeatable, measurable process, or is your sales success at the mercy of one or two star personalities?
From the trail,
Toby Stansell
Managing Partner