6 Killer Attributes to Measure the Importance of Your Network

As a salesperson, how much time do you spend tending your network? Probably too little. You should consider that your network is basically what feeds you. Without a healthy, broad network how do you get referrals? Where do you turn when you need to fill your pipeline? Upon whom do you rely for advice and counsel?

Value selling training experts say that networks are especially critical for those selling more complex products and services where price is not the determining buy factor.

Consider these various aspects of the network that you want to support you.

1. Size: The bigger the better.
2. Depth: It should extend well beyond your own company.
3. Breadth: Develop contacts in your own industry but diversify into other industries as well.
4. Reach: How far does your network extend geographically? Can you go global?
5. Diversity: Do not limit your network to your current profession. A variety of professions gives you a richer resource.
6. Quality: Increase the depth of your network relationships. You need to build trust among your contacts or there will be little sharing of information, let alone introductions.

To really succeed in sales, you need a broad and deep, diverse and growing network. Nourish it and you will reap the rewards.