Sometimes sales managers try to discourage their sales professionals from networking. This is often NOT because they think it is a waste of time, it is because they fear that if the high achiever is well known in a community or industry, they will be hired away by another company.
For the individual contributor, your network is your key to a long career. If you are not known and you get laid off, you have to start at square one. So never allow your network to be cold or non-existent. You must get engaged in your community / industry to ensure you have options. Plus, when you are seen as the subject expert...you will make more sales.
So why would a leader not want their people to network. In today's world if you have a good employee, others will know about her or him. You cannot hide people away and assume this will be good for the company. Having your whole team engaged in your industry and community raises the visibility of you company. When your team is well known, and you offer competitive products and services... .more people will come to look at your offerings. This should lead to more sales.
I am surprised when leaders fear having their best people be well networked...as why would you want mediocre sales people that nobody knows or wants? Sure you keep them, but they do not move the company ahead. Instead, get everyone engaged and raise the profile of your company. Sure some will get recruited away, but a good leader creates a culture and environment where people want to work.
If you are an individual contributor.....why is networking bad? Is it because you should just be the best kept secret and do things for the company? Your employer will not blink at laying you off if bad time come. Thus having a network is key to your future.
If you are a boss who discourages your people from networking...why? Is part of it because you fear they will leave if others find out how great they are? If this is part of your reason, you need to realize they will leave anyway if you are not giving them a path to a future they want.
I think the individual and the company both win when their team is very well connected. This is both inside your company and outside your company. Do not worry about losing a few people, look at what can happen if everyone is well known in your industry.... you company will be the leader.

What is your thoughts on this topic? Let me know.

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Welcome to the new short format episodes of "Making Waves at C-Level". The show had been on hiatus, and as we come back we are doing 7 - 10 minute short talks to inspire you to think. You wont agree with all my thoughts, but that is how we all learn and grow.

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