Should Your Salespeople Belong to Networking Groups?

Posted by Dave Kurlan on Tue, Apr 29, 2008 @ 07:04 AM

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


Topics: accountability

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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