Posted by

Barry Siskind

Community Manager

 

I recently read an interview with Troy Waugh, CEO of US based The Rainmaker Academy. While the focus of the interview was on the financial and accounting sector, his lessons are applicable for all of us.

 

The first issue is the identification of the rainmakers in our organization. Rainmaker is the term used to identify an individual who consistently brings in new revenue and contributes substantially to the corporate bottom line.

 

But not all Rainmakers are the same. Waugh identifies a group called Mist Makers who perform at a level below the level of a rainmaker and Storm Makers who produce at a level above the average of a Rainmaker.

 

For example If your best sales people generate 400,000 to 500,000 Euros annually then the Mist Makers are those who generate less than 400,00 Euros and the Storm Makers generate amounts greater than 500,000.

 

It’s helpful to categorize your staff this way because once you have identified specific catagories your next step is to define the characteristics of each.  With those characteristics clearly articulated you can now engage in meaningful training to help your Mist Makers become Rainmakers and Rainmakers to become Storm Makers.

 

Rainmaking is an interesting metaphor that seems to have relevance for those who generate revenue but also those who efficiently perform services for clients which leads to retention and satisfaction.

 

Take a moment and look at the entire article and let me know if you see the same value that I do.

 

http://www.camagazine.com/search.aspx?q=Make+it+rain&c=camagazine_collection_en