Business School | Good Salespeople Build Strong Internal Networks

| December 10, 2014

Business School

Harvard Business Review:

Certain behaviors differentiate the most successful salespeople. Regardless of what you are selling, who you are selling it to, or where you happen to be in the world, success in selling is highly correlated with access to customers, experts, and senior leaders. If you want to improve your performance, here’s what you should work on:

  • Spending enough time with customers and prospects. Increase the amount of face time you spend with customers—but not by too much.
  • Developing a strong network within your organization. Buyers want someone who understands their needs and can address their questions quickly. So you need to be able to get the right people with the right expertise at the right time.
  • Building a relationship with your manager and other senior leaders inside your organization. You have to know how to get a deal approved internally, which means having access to management when needed.

Adapted from “3 Behaviors That Drive Successful Salespeople” by Ryan Fuller.

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