For years, CRM companies have promised (to the sales organizations of their customers) that increased sales will result from the implementation of their systems. Yet, there is nothing intrinsically included in the CRM that delivers increased sales, or makes revenue more predictable. Sales managers have been told that having the ability to track the volume of sales calls being made will amount to increased revenue. It has not. Over and over again, sales organizations have purchased CRMs, only to do their forecasting on spreadsheets.

Many sales organizations utilize some semblance of a sales methodology, either developed internally, or from a commercially-available provider. Most of these methodologies do a good job of managing single sales opportunities to closure. They leave the management of multiple sales opportunities, in a territory, region or nation, to the sales organization. Enter spreadsheets. Most CRMs have done very little to acknowledge/leverage the capabilities of the sales methodology embraced by the average sales organization. Meanwhile, sales and executive management of the organization are trying to determine how many sales will actually close this period.

Finally, every sales organization has rainmakers – performers that ring the bell every year. These players tend to perform at an order of magnitude above the rest of the pack. Their cost per million dollars of revenue is lower. Their win rates are higher. Their margin per sale doubles and triples the non-rainmakers.

Few to no companies have figured out how to replicate their rainmakers. As a result, they pay an unnecessarily high price per million in revenue by simply hiring (and over hiring by an average of 20%) more sales people, hoping the new players will produce – and sooner rather than later.

RainMaker enables the selling organization to capture and digitally deploy what the proven performers do well – across the entire team. What is it worth to take an average performer and convert that individual to rainmaker status?

What is it worth to increase the overall performance levels of the non-rainmakers by 5%, 10% or more? Over time, the RainMaker application provides statistics to chart performance and locate areas for continued improvement.

Over time, the RainMaker’s database becomes the repository, or source, of the company’s sales knowledge.

CRMs don’t do this. Sales Methodologies don’t either.

The data being captured by RainMaker is unique and provides a completely different way of achieving success in sales – success backed by numbers.