Cultivating rainmakers for your SME


Business owners need to empower their sales force to make it rain without them by training staff to function in their manager’s absence, says Mark Keating, CEO of SalesGuru

The secret is to build a team of individuals that can manage themselves and are proactive and not reactive. Reactive salespeople put themselves on the back foot because they wait for feedback rather than take action. But it’s usually too late then because they’re not in control of the situation. This often results in lack of progression and not adapting as quickly as necessary, which in turn leads to poor sales pipelines and results.

Here’s how make your sales team more proactive:


  1. Have a one-on-one discussion with each salesperson to ensure that you have clearly defined the company, managerial and personal expectations from all parties;
  2. Define the rules of engagement clearly and also the consequences should they choose not to adhere to them;
  3. Define the Minimal Acceptable Standards (MAS) for each individual in order to hold them accountable for the agreed commitment and targets;
  4. Define clearly what is required on a daily, weekly or monthly basis for effective coaching to take place;
  5. Coach on a consistent basis;
  6. Lead by example.


  1. Fail to implement the necessary consequences when required;
  2. Change the rules of engagement or expectations without clear communication and an understanding of why;
  3. Accept non-performance;
  4. Treat each individual differently according to their results and not the company standards;
  5. Not hold individuals accountable for their choices that were agreed to in the one-on-one discussion.


Related news
You or the lotto

You or the lotto

On the 13th January, 3 people won the American Powerball lottery and shared a massive US 1.6 billion, the equivalent of R26.56 billion! In the lead up to this, I spoke with friends in America who were excited about the opportunity ...
Value is in the eye of…

Value is in the eye of…

What is price? Price is the amount of money required or expected as payment for something. The next question that needs answering is, “Are value and price the same thing?” The simple answer is NO. Value is either the importance or ...
The Most Beautiful Music

The Most Beautiful Music

First came the Internet, then came Live Chat and now we have Social Media. Information that once took months to travel now happens in seconds (and in full high definition). What we cannot deny is that every day that Google, Facebook ...
Sales Hunters Added to The Endangered Species List!

Sales Hunters Added to The Endangered Species List!

Extinct species include the Dinosaurs, Woolly Mammoth, Cape Lion and the Sales Hunter could shortly be added to that list... Where have all the sales hunters gone? With every meeting I have with sales leaders, it becomes more and ...