Wednesday, March 10, 2010 9:03 PM  
     

Dave Kurlan on Understanding the Sales Force

SUBSCRIBE BY EMAIL

Your email:
 

SUBSCRIBE ON YOUR KINDLE

 

Search 600+ Kurlan Articles

Google
 

Kurlan Article Series

 

AWARDS

Top sales blogs award









The Best Sales Blogs in the World widget
Top 10 Sales Articles winner of Month widget
Alltop, all the top stories

Cool Book of the Day
 

 

Find Articles

Navigate By : 
[Article Index]
 
Dave Kurlan's Blog  

Understanding the Sales Force

Current Articles | RSS Feed RSS Feed

Should Your Salespeople Belong to Networking Groups?

 | Submit to Digg digg it | Submit to Reddit reddit | Add to delicious delicious | Submit to StumbleUpon StumbleUpon | Share on LinkedIn LinkedIn 

Rick Roberge had an interesting post about the BNI group, including his own cost justification and the kind of salespeople who do and should belong.

What he doesn't say is that networking groups, however helpful or useless they may be, are great for salespeople who:

  • can't or won't make cold calls but will make calls if they have a referral;
  • are great at developing relationships and can parlay their membership into 27 great relationships;
  • are great networkers and can make the most out of whatever quality of salespeople make up the membership;

So while the average return from a group like this may be quite unattractive, if the salesperson meets the three criteria above, it should be required.

(c) Copyright 2008 Dave Kurlan

 

Posted by Dave Kurlan on Tue, Apr 29, 2008 @ 06:28 AM

COMMENTS

Dave,
You're on target, Dave. When someone has weak hunting skills, sales managers need to tap into other strengths the sales person may have. Depending on the sales person, networking may be a required behavior.
Danita

posted on Friday, May 02, 2008 at 8:37 PM by Danita Bye


Post Comment
Name
 *
Email
 *
Website (optional)
Comment
 *

Allowed tags: <a> link, <b> bold, <i> italics

Receive email when someone replies.
 

BEST-SELLER

 

Baseline Selling

 

 

 

 

 

 

 

 

Download to your Kindle

 

Radio Show

 

FREE TOOLS

Free Sales Force Grader

Free Hiring Mistake Grader

Free Sales Achievement Grader

 

Dave Kurlan on TV

World Business Review

Dave Kurlan and OMG were featured on World Business Review, hosted by General Norman Schwarzkopf. Click above to view this 3 minute segment.

 

SALES SELECTION WHITE PAPER

 

Sales Force Evaluation

 
© 2010 Dave Kurlan - Understanding the Sales Force Terms of Use Privacy Policy