The Value of Personal Connections in Sales

PALO ALTO, CA – June 5, 2012 Today, we are releasing the results of research we recently conducted to understand the value of personal connections in the sales process; in particular, when it comes to the returning of sales phone calls.  The detailed results can be seen in the infographic below but here are the two key takeways:

  • Personal connections have a big impact on whether people return sales calls.  When a salesperson has a personal connection to the person they are calling, the person being called is 5.2 times more likely to return the call than if there is no personal connection.
  • Personal connections trigger a large increase in productivity through the sales process.  The increase in likelihood that a sales call will be returned because of a personal connection leads to a 243% increase in sales productivity, which ultimately results in significantly more closed deals for the same number of prospecting calls.

Salespeople have always tried to leverage their personal connections to gain the upper hand.  Now, however, since a lot of a person’s connections are documented in a digital form – whether it is in social networks or email contact lists – there is an opportunity to take advantage of this and use a different approach to selling.  We call the approach Sales Proximity Selling and it involves using the strength of personal relationships, rather than geography, to assign leads and accounts.

The bottom line is that our research demonstrates the significant impact personal connections have in the sales process so every salesperson should do whatever they can to leverage their networks.

Here’s the infographic…

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