'What Do You Do?' The Best Way to Communicate Your Value

The following is an excerpt from Rainmaking Conversations. To learn more about the book, visit www.rainsalestraining.com/book.

---

A colleague of mine who is a young serial entrepreneur has a sign over his computer. It reads, "Goal: Own the San Francisco 49ers." And it has a date that's not so far away.

When we talk I always ask about progress. Last week I asked him, "Can you at least buy the 22ers yet?"

Interestingly enough, since he just sold his first company and is now leading a major venture-backed entrepreneurship, he's probably about that far away.

Progress notwithstanding, his goal is set and he knows where he wants to go.

Sales people need to do the same because if you don't know where you're going, any road will get you there. But you might not be so happy when you arrive.

Rainmakers, those in the top 10% of all sales performers, believe in the power of goals and action plans. Just like my 22er (for now) friend, those who truly want to reach the elite status don't get there by accident. They live by goals, and they are committed to doing what they need to do to achieve them.

There are two important things that set apart sales people, sales managers, and leaders who live by their goals and those who don't.