Rainmakers: How to Find, Focus and Retain Them

Posted by & filed under Recruiting, Sales.

Throughout history there are people who have said that if you paid them enough they could bring down rain from a sky empty of clouds and make an arid land fertile. I’m not too sure about the success rate of those super weathermen, but I do know that, in business, a Rainmaker can help a company grow quickly. What are the traits of top salespeople? These are people who see opportunities that others don’t and can build a new territory from scratch.


The bigger question is, how do you find these unique people? And, once you have found Rainmakers, how do you focus and retain them?


Finding Them is All in the Recruitment Description

ALERT: This is not a job description.


You need to create a recruitment description that speaks to the person who loves to do new business development. One that lets them know their unique skills will be rewarded. Treat your potential Rainmaker like you would a valued client. Rainmakers don’t want a job, they seek an opportunity. Speak to them of the opportunities your company offers. Once you talk to them in a language they understand, you will achieve the critical first step….getting them in the door. Note: A Rainmaker does not need to be from your industry. The good ones can sell anything with the right tools and a product they believe in. Look at their history of success, not the name of their employers.


The Secret of Focusing Them Is to Give Them Lots of Freedom

It is not wise to bog down Rainmakers with tedious details and paperwork. One of the traits of top salespeople is that they are entrepreneurs at heart, which is why they are such superstars. Let them bring you new business in their own way. Otherwise, they will lose interest and move on. Be sure to provide them with the back-up support they need so they can devote their time to the hunting you want them to do.


The Secret to Retaining Them

Make sure they always have a challenge and the opportunity to make more money. This will create “golden handcuffs” to keep them working and producing for you. Rainmakers excel in situations where they receive a commission on all sales without any upper limits. That way, the more they sell, the more income they earn. And, subsequently, the more business your company receives. Start limiting a Rainmaker’s income and they will move on to the next opportunity.


When Does A Vision Become A Vision?

Posted by & filed under Vision.

Vision-Graphic

This is not a trick question. It is something we want you to think about. Joel Barker says, “Vision and only vision gives you direction.”

I. Every person and every company has a vision.

It may be buried or invisible. People may call it their Dream or Wish or worse yet, make it an expectation that they hope someone else will create for them. From our perspective, underneath all the complaining, talking about problems and general confusion, there is, buried in all of us, a vision (a grandiose word for outcome) we want to achieve. It could be a career/job/vocation, a family situation or a crowning accomplishment. It often takes skilled interviewing to bring it into the light, but, when you do it as a leader, people may think you are brilliant.

II. All successful visions have 4 qualities associated with them:

  1. A clearly defined and stated outcome
  2. A context/perspective that it can be done
  3. A commitment to achieving it
  4. Taking ownership or responsibility for implementing it

Note: Read johnruh.com/vision-context-commitment-responsibility/

III. The vision process usually looks like this:

Once A-D are in place, you need to put a comprehensive strategy, structure and support system in place. This requires resources, time and the proper people as support. If you fail to do this, the vision is dead. But, once A-D are done, plus the strategy, structure and support are in place, some extraordinary outcomes can be achieved.

My Answer to the Question:
Vision becomes alive once one declares it and A-D are in place. Until that occurs, it is merely a dream, wish or worse yet, an expectation you think someone must deliver to you.

P.S. If you want to explore this further, call John at 773-641-9631 or email: john@johnruh.com.

2014 Book of the Year – Love and Hate in Jamestown by David Price

Posted by & filed under Book / DVD Summaries.

In 1607 a group of British businessmen came to American to find Gold.  The problem was there was no gold in Virginia- then or now.  Thus they found themselves in a strange land, full of different cultures (some of whom were hostile) and no way to achieve the objective they sought. Still they survived (primarily thanks to John Smith) and paved the way for other colonists to follow.


Because of this beginning, here in the United States, we all have an opportunity to find our gold. “Love And Hate In Jamestown,” my 2014 book of year moves you to develop you and your company’s entrepreneurial spirit.



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Does Your Interviewing Model Do This?

Posted by & filed under Recruiting.

★ Does your interviewing model do the following? ★

By John Ruh

  1. Properly assess potential managers and leaders in 4 key areas?
  2. Make it easy for you and your managers to listen for vision and values alignment?
  3. Show you how to evaluate the key behavioral and leadership traits you need so you can assess candidates properly?

If you answered no to 1, 2 or 3 or, if you don’t have an interviewing model, then you and your staff need training on how to interview. Learning and using The JMR Interviewing Model will teach you how to interview people so you can “see what’s invisible.” You will learn how to listen for, understand and evaluate the candidate’s intangible assets.

If you’d like to interview more effectively contact us today. I will set up a one-time free, one-hour, mini workshop to be done on your site.

2013 Book of the Year – 11 Rings by Phil Jackson

Posted by & filed under Book / DVD Summaries.

Phil Jackson’s, “11 Rings,” is a fun read for a sports fan, but the real essence of the book is what Phil calls inside/out leadership.  I found it interesting to see how he developed his natural leadership style over time integrating these diverse concepts/philosophies, cultures and religions into a highly effective coaching style.



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2012 Book of the Year – Steve Jobs by Walter Isaacson

Posted by & filed under Book / DVD Summaries.

The book, “Steve Jobs,” by Walter Isaacson (who also wrote biographies of Einstein and Franklin) is expertly researched and can give any reader insight into the life and career of Steve Jobs. Some have compared Jobs to Henry Ford, Disney and Edison or claim he had the artistry of Picasso or the design expertise of Frank Lloyd Wright.  The biography covers his complete life and shows how his environment helped shape the person he became.



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We, As Leaders, Must…

Posted by & filed under Leadership.

At the end of each year, we as leaders must absolutely, positively create exciting vision and goals. This empowers us and our troops.  At the end of the year when you are dealing with day-to-day business issues, enjoying holiday distractions, completing the end-of-year accounting and more, it may seem like a task that can wait. However, as an effective leader, it’s critical to take the time to do it right.


Here is what I do to prepare for another new year.


Each November, I do my annual Ruh’s Advanced Leadership Program review.  I welcome and receive honest, open feedback from my partners.


During Thanksgiving break, I formulate my RALP goals for the coming year.  This includes my business goals and plans, too.


In December, I test the goals to make sure they feel right. I finalize them by the end of the month.


In January, I blast off…ready to activate the new plan!


This is a process that takes time. It focuses me, and it works. It may also be disruptive to your ego and cause some anxiety.  Work through it.  It is a great continuous improvement process. I refine it as I go along, examining it during weekly and monthly reviews.  It is quite easy once you get into the habit of doing it.


Question:


I’m curious what you do to prepare for the new year, and why.  Please share your process.

If you need support to get things done, call or email us.