From our 5 Keys to Coaching series:
Are you asking for introductions from your current clients?
You'd be surprised by how many salespeople are not asking.
It is essential that you as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals?
This will undoubtedly include utilizing LinkedIn, attending association meetings with the intent to meet the right target profile client, etc. This action plan should include getting introductions from current clients.
This is the #1 strategy that successful salespeople use to build their business. The steps in this video show you how to coach your salespeople to gain introductions from their advocates.