When the owner is the rainmaker, accounting for 76 to 100 percent of sales, the business will lose out to its competition.
John Warrillow, the founder of The Value Builder System, maintains that business owners don’t do enough to make themselves dispensable. It sounds contrary, but not all traditional business concepts are valid. When it comes to sales, John calls it the “owner’s dilemma.” The owner’s dilemma is that they are good at closing, but being the rainmaker will hurt their business.
Startups enjoy brisk growth as revenue ramps up quickly and the owner executes the sales. However, the owner runs out of energy or hours in the day, and sales plateau. The owner must keep up that pace just to stagnate.
A Cartesian plane creates a four-box quadrant. For this exercise, “gratification” is on the x-axis (horizontal), and competency” is on the y-axis (vertical). Populate the quadrants with actions you can perform to contribute to your company’s success. The items on the right-hand side are tasks that offer immediate results. Projects that take more time to reveal a benefit plot are on the left. The things on the top are those that you are good at. Items on the bottom are not those in your wheelhouse.
Entrepreneurs often fill the upper-right quadrant (highly competent skills with immediate results) with rainmaker activities (sales, customer relations). This is where many owners spend the bulk of their time. The prevailing…