How many times have you heard:

"The First National Sale is going
to close any day now"?

How often have you discovered that First National still has a long way to go, if it closes at all? How many "First National" sales have you forecasted, only to be surprised after you made that commitment? Why does this happen?

The answer? There is a lack of qualitative sales metrics! RainMaker uses Sales Metrics to numerically describe every sale. This eliminates emotion and subjectivity while increasing forecasting precision, without killing enthusiasm.

Pipeline Forecast Metrics

All sales organizations need some means of estimating when revenue will arrive. Many of their forecasts include a “Probability of Closure” column.

Unfortunately, this estimate is often based more on emotion than objective statistics. A forecast based on “Probability of Closure” can be dramatically improved by adding objective sales metrics.

Metrics replace probability

RainMaker describes strengths and weaknesses of every sale. A Qualification Score grades each opportunity by a “best possible prospect” standard. Each of those qualification criteria is assigned a weight and is set in a format that generates objective digital sales metrics.

The presence of a date-driven decision and the ability to identify and access the buyers show the absence or presence of conditions necessary to close. Combined with a Qualification Score, your sales team will eliminate sales from the pipeline that will never close.

The metrics in RainMaker are tailored to your specific selling environments; high and low quality prospects become in­stantly obvious. Sales resource decisions can be supported by facts. Numbers replace emotion. Finally, sales reps and managers can use metrics to manage their territories to quota attainment. This beats Probability of Closure every time.

RainMaker™ was created to help companies eliminate the subjectivity and emotion from the pipeline and forecast. To establish an objective, measurable pipeline RainMaker leverages metrics that you customize for your unique selling situations.

The Sales Map is the vehicle that maintains the primary metrics for each sale. A Sales Map is automatically created for each Opportunity. It enables the sales person and other corporate team members to objectively assess the proximity to closure and where the sale is strong and weak. It provides a unique "qualification filter" to "SCORE" each sales opportunity based upon it having the conditions present to close. It's easy to see which deals have high scoring conditions, which lack enough information to justify more selling time or show up in the forecast.

The qualification filter is defined by your company for each market and each solution (products and/or services).