Networking 1-on-1

Ending on time is my fatal flaw. The truth is that salespeople love to talk. An additional truth is that the nature of sales is to be available when the customer is available.

Because this meeting is protected time — you MUST be on time so that your employee can confidently schedule client meetings around this one. Starting on time is equally as important. Nothing undermines the value of this meeting like you showing up 5 minutes late or totally unprepared. Make it count by being prepped and on time.

Put your phone on silent and close your email. This meeting is all about the sales rep. You probably have a good idea of what your rep needs to work on. You probably have a list of things.

Unless there is a valid reason for it, resist the urge to be prescriptive for what they need to work on next. Certainly do not roll out the entire list. Let them self diagnose what needs to be worked on next. They will be more bought in to improve because it was their idea. At the conclusion of the meeting, summarize the conversation and action steps mutually agreed upon. These steps should take place before the next meeting. To serve, ask the rep what you need to be thinking about or working on for them.

This is your chance to add value to the relationship and the pipeline at the same time. You can find him on LinkedIN and Twitter. Blog Stories Login Try Wideangle.

These steps range from clear goal setting to coaching. You need to show up as prepared for this meeting as they do and it set the tone that you expect results. Tip — Handpick 1 or 2 opportunities at random and ask some deal development focused questions.

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Do not cross examine. You need to be helpful in this moment so that the rep knows this is for them — not to them.

Master the Art of Proper Networking Techniques!

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