Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Roberts, sales performance expert and founder of the “No Smoke and Mirrors” consultancy, about how to get new rainmakers to produce results quickly and consistently. Drawing on over 35 years of experience, Mark explains that success in business development hinges less on personality and more on skills, motivation, and mindset. He introduces his use of assessment tools that measure competencies like the “will to sell” and identifies limiting beliefs—such as a need to be liked or discomfort discussing money—that often hold professionals back. Mark discusses how law firms and other professional services organizations can avoid costly hiring mistakes by using data-driven assessments and behavioral interview questions to evaluate candidates before making offers. He emphasizes that rainmaking is a teachable skill, and offers insights into onboarding, coaching, and client feedback processes that support growth. From mindset reframing to valu