Posts from February 2012

Are there holes in your organization's sales culture?

There's a hole in the bucket, dear Liza, dear Liza. A hole in the bucket, dear Liza, a hole. 
- Harry Belafonte

Here at RAIN Group, our advice to organizations looking to create a culture of sustained, serious selling: Make sure the bucket doesn't have any holes or it won't hold water.

Time and again we see organizations doing a certain percent of what they need to do to help their teams achieve more sales success and increase sales performance (our favorite, “Can you come in and give a 90-minute speech that will charge up the team for the next 12 months?”), but rarely do they put forth 100% effort. If you're only doing 70% of what you need to do to increase sales performance, you don't get 70% results; you get much less. Like patching a leak in the bottom of a boat, if you don't patch it 100%, it still takes on water.

So if your charge is to create a team of rainmakers, those people responsible for selling who are bringing in three, five, or seven times more revenue than everyone else, make sure you...