Behavioral Traits of a Rainmaker
A common question we field from industry leaders….
“When identifying the “Rainmaker”, what are the behavioral traits you look for?”
This is a great question. But first, let’s review what a “Rainmaker” is. The most interesting Google search result is from Wiktionary:
Rainmaker – Noun – (figurative) An employee of a company who creates a large amount of unexpected business, consistently brings in money at critical times, or brings in markedly more money than his or her co-workers, thereby “floating their salaries”.
The key phrases, “large amount of unexpected business” and “consistently brings in money at critical times,” are both very telling remarks and accurate traits to be expected of true Rainmakers. They have the moxy to deliver great sales results in the face of fear and panic. Our purpose with this article is to share with you the common patterns we see today among the industry’s top Rainmakers. From our position, the consistency of the same behavioral traits in top performers “Rainmakers” are compelling and may provide you the insight needed in choosing your sales team.
10 Behavioral Traits of a Rainmaker
1. Level of measured energy and passion:
“Nothing great was ever achieved without enthusiasm” – Ralph Aldo Emerson
Every Rainmaker has an infectious level of energy that creates momentum throughout a team. People are drawn to professional leaders that exhume this quality and are intrigued by their focus and determination to reach their goals. Look for these individuals to live their personal lives with same level of passion when they talk about how they support their families, interests and vacations. Living large and in awe is not a happen stance occurrence, for them it’s a way of life.
2. Competitive nature:
“Buy or bury the competition.” – Jack Welch
A history of a competitive lifestyle is rather telling. This spirited nature drives their passion and energy with the need to win, but just as important, learning how to grow from loosing. They not only understand how to compete, but they need a high level of competition to be fulfilled.
Rainmakers will question every behavior, considering the relevance and how it applies to today’s challenges. They are constantly looking to improve, not entrenched or stubborn hanging on to past practices. Continuous improvement is a switch that is never turned off. Like a river that moves with the shifting sands, they cope with the unexpected disturbances to yield the highest results.
They are highly motivated by the phase “That has never been done before”. If the market and their competition believe that a different tactic is impossible, the Rainmaker will take the measured risk and prove them wrong. This creative approach effectively builds a large moat around their customers to secure their customer base and grow new accounts. They understand the only way to develop a “Unique Value Proposition” is through a creative process.
Rainmakers understand how to create a market and passionately search to build those relationships that will value their service at a higher level. These professionals are great one-on-one and in front of a crowd. Being active and present within the community and their peer group is key, whether it is networking socially through their community or at industry association events and meetings.
6. Thinking Strategically:
“Try not to become a man of success, but rather to become a man of value” – Albert Einstein
Every great Rainmaker has the ability to understand how to create and monetize their Value Proposition. Understanding the financial impact of their service and effectively communicating that message to their customers is a proven method of raising gross margins.
7. Human touch:
We see this trait come out in a variety of unique ways as personalities vary. A sincere awareness, always looking out for the best interest of those around them earns trust and loyalty. Rainmakers have engaging personalities with the ability to break any awkward moment or initial meeting tensions with light humor. Laughter is contagious and everyone appreciates humorous breaks in our often rather intense lives.
8. Proven history of success:
We look for a proven history of “Current” success. The key question is “What achievements have been accomplished in the last 2 – 3 years?” Any success prior to 2007 is nice but not relevant, much like the Wisconsin Badger Football team beating Northern Iowa, sales success prior to 2007 was expected.
iPads and Smartphones reflect cutting edge technology for our industry, a key part of the commitment to continuous improvement and adaptability. A Rainmaker uses time most efficiently and effectively to increase dollars sold per hour worked.
10. Do it now:
“Imperfect action is better than perfect inaction” – Harry Truman
Rainmakers have the ability and desire to motivate themselves and others to implement new tactics and act immediately. To know exactly what you want, understanding in detail why you are doing it, and to dedicate every breath in your body to achieve it is the secret to motivation. Rainmakers bring clarity and purpose to make taking the first step an adventure.