Most sales organizations have their sales team focused on finding the sale, building the relationships, being the touch-point in the relationship for growing business, and insuring that if supported by a service organization, this team has all the vital resources they need to support the sale.  

Everyone has a comfort zone

As I’ve had the opportunity to work with teams throughout the country, it’s been interesting how they’ve answered the question, “what’s your comfort zone?”  It is something that is easily identifiable.  Most salespeople enjoy some aspect of the sale, but when I ask the question, “what is one activity that will take you out of your comfort zone?”…the leading response I receive is “networking.”

Dynamic Networking

Networking today has become local, regional, national and global.  Some salespeople need to master it all to become more effective.  Social media, Skype, Go-to-Meeting and other resources provide a platform to build networks of resources that extend beyond local.  Larger companies have platforms within their organizations to encourage internal networking.   Social media sites have taught us the power of using our network to network.

On a local stage, this can also be accomplished in two ways.  First, find a group that sells to your customer and work with them to indentify lead sources you may be unaware of.  You also have to be willing to be a resource for your group.  Secondly, every place you frequent–for instance, a restaurant—make sure everyone understands, without a shadow of doubt, what you do and what will help you grow.  In other words, get to know everyone in your universe including but not limited to the Starbucks team, favorite restaurant, dry cleaners, church, softball team–I think you get the point.

One of the greatest teachers of networking, for those who truly want to take their game to the next level, is a guy I met many years ago.  Dave Sherman is the author of 50 Top Tips—A Simple Guide to Networking Success.  For more on Dave, visit www.daveshermanspeaks.com.