for Sales Teams
Your business success is based on the quality of the business relationships you have. Without good quality, solid commercial relationships your long term opportunities and pipeline business may not yield the results you are looking for.
Sales Directors all agree they want their teams to network to:
- Get to the decision makers
- Know when clients are ready to buy
- Find new business opportunities
- Get to key contacts for tendering
- Find the right networking groups
- Get referrals
Working with sales teams over the last 15 years, we have found that they fail for a number of reasons:
- 79% don’t have a networking strategy
- 60% of companies rely on just a few people to make the connections
- The reward structures encourage people to focus on their personal performance rather than cross selling and the bigger picture
Heather White has created a Networking Strategy Framework for Sales Teams (aligned to 3 key sales questions) that offers a sustainable and profitable approach. Click here to download your FREE one page Networking Strategies Framework.
What can we do to help you?
Heather White can teach your sales teams how to network through training or coaching. She will help build their confidence and show them the strategies and skills they need to work as a team. At the same time her approach is always based on what is authentic and right for the individual.
All of our coaching and training is tailor to your needs. If you would like to hear more about any of the above please contact us so we can chat the options in more detail.
Why do some sales teams fail at networking?
Take a look at these 3 short ‘Networking for Sales Directors’ videos where networking expert, Heather White, explains the 8 reasons why businesses get networking wrong - 6 of these are to do with internal dynamics and 2 are due to external influences.
This 1st video covers the first three stumbling blocks; reward & recognition, control & accountability and the 'scattergun' approach. Click on title to watch
This 2nd video covers the next three stumbling blocks; task based networking, interpretation and selling. Click on title to watch
This 3rd videos covers the 2 external influences; the buying cycle and budgets. Click on title to watch.