by Colleen Francis
For many years, developing trust and rapport was considered the hallmark of a great sales process. Driving sales required exposing your sales team to a maximum number of prospects and developing trust and rapport with those prospects. As such, the primary objective for most salespeople has always been to find and speak with as many qualified prospects as possible, and to spend their time developing the trust of that prospect network. By putting a sales representative in front of as many prospects as possible, the opportunity to sell increases - but what's important is not the exposure, but the relationship.