Calling All Connectors, Mavens, and Salespeople!

We all know those powerhouse people and organizations that seem to be everywhere. They are invited to speak at every conference, have C-level Board members who regularly open doors for them, get invited to submit grant proposals from private foundations, and get all the media coverage. How are they doing that? Among other things, they're likely recruiting and developing "Connectors," "Mavens," and "Salespeople" to their volunteer and staff teams.

Described in detail by Malcolm Gladwell in The Tipping Point, here are some characteristics of the three groups:

Connectors

• Have an amazing ability to draw people to them. People want to be associated with them.
• Have what we used to call "huge rolodexes" and now call "extensive networks" or "loads of contacts."
• They know everybody who's anybody, and if they don't know them, they know someone who does.
• They run in several circles at once. The diversity of their contacts is part of their allure.
• They collect like-minded people, detractors, and strangers alike. They know the CEO of the largest local corporation, the Starbucks barista, the dry cleaner, and all of the people with whom they sat on a jury 5 years ago.

Mavens

• They are information brokers.
• They are well-read, and up-to-date on current events.
• They are curious and inquisitive and love to learn from the people around them.
• They are data centers that store interesting (and sometimes offbeat) information.
• They love to share what they know. Just ask, and they'll have both information and a valuable perspective to contribute.

Salespeople

• They are happy, outgoing, and "the life of the party."
• They are charismatic, charming, engaging.
• They easily build rapport and engender trust.
• They are the ultimate persuaders, and leverage their keen attention to effectively sway others.
• They have quick responses at the ready to naysayers and pessimists.

Have you surrounded yourself and your organization with Connectors, Mavens and Salespeople? How are you cultivating these roles within your team?