Relationship Marketing is the process by which you develop key business relationships that will help your business grow. How? By personal referrals from those you've invested the time and teamwork into! The better, smarter part comes in to play by how you manage those relationships.
One way to get the best from your referral sources is to communicate to your networking partners. What happens after you've received a referral? It is critical that you report back to them what happened. Did the referral result in a sale? Is it pending? What if it did not end in a sale? You need to let your referral source know! That is an important opportunity to "better train your sales team", so they can be giving you the best, most appropriate referrals possible.
Communicate effectively with all of your referral sources and you will find you are doing better, smarter business!