| Rainmaker |
| A sales slang term given to the most impressive, prodigious, consistent, high-producing salesperson or salespeople in a selling organization. |
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| Raise-the-Bar |
| A term used in sales organizations to refer to the process of elevating the overall performance of an individual or team. Raising- the-bar is primary objective of all sales management. |
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| Ramp-up Time |
| Business slang term for the time it takes someone to learn what is needed to become proficient in an activity or skill. |
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| Recommend |
| The process of summarizing to a client the benefits of your product or service, and outlining a call to action to move forward with a decision. |
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| Red Flag |
| Slang term used to describe conditions that may present danger to the selling organization. This is used to highlight those areas the sales professional needs to be alert to, or must solve, in order to move the sale forward. |
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| Referral |
| A customer's direction or recommendation to another party, internal or external, that may benefit from your product or service. Securing referrals is a proven tactic of successful salespeople. |
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| Reflective Listening |
| The process used by a coach to gain full understanding of a situation before taking action. It is the process of asking questions and listening in order to gain understanding by the coach and insight is gained by the coachee. |
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| Relational Selling |
| A selling methodology where the customer values most the relationship with the salesperson or the sales organization. In relational selling, the salesperson's credibility, trust, likeableness, and dependability become key factors in the decision making process. |
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| Research Dossier |
| This represents a collection of your notes, articles and collateral that is gathered during the planning phase of the sales process. Having a customer's unique research dossier with you on a call communicates to the customer that you have done your homework and are interested in them. |
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| Retention |
| The science and practices used to keep a customer. |
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| RFP |
| Acronym - Request for Proposal. RFPs are often used by customers to assess who will respond, and evaluate solutions being posed. |
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| ROI |
| Acronym - Return on Investment. |
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