Topic: Sales Reps

Building Relationships: A 3-Step Evaluation

Posted by Adam Bishop on June 15, 2017

 

 

Great relationships are the key to not only acquiring but also retaining referral source loyalty. While this is a well-known fact, many times those same great relationships never transition into referring accounts. As a sales manager, you are faced with a difficult dilemma. Do you wait it out in hopes that the relationship will someday turn into referrals, or do you give another sales rep an opportunity to work the account? How do you decide?

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Topics: Sales Management, Relationships, Sales Strategy, Sales Growth, Sales Reps