Here is the first question is how does social media change or effect the way salespeople can and should prospect?  On everyone’s prospecting plan there should be a strategy for networking and in many cases, social media can be faster, more wide ranging and effective than traditional approaches such as association meetings or even trade shows.  The advantages are:

1. You can network everyday 24/7.
2. You can reach a larger pool of prospects especially internationally
3. You can link activities together such as a blog, twitter, facebook, linkedin, etc. so one action is multiplied

The big disadvantage is that you can’t reach those who are not social media literate or willing.  I’m sure today this is a large pool of people but it’s shrinking.

In adding it to sales training, I think there are a few things to consider:

1. Social media etiquette
2. How to write discussion question and other posts
3. How to build your credibility using social media
4. How to build your presence in various social media

This are just a few of my thoughts.  Please add yours.

As an extra, here are a couple of articles on  using twitter you might like:

http://www.searchenginejournal.com/16-examples-of-huge-brands-using-twitter-for-business/7792/http://mashable.com/2009/01/21/best-twitter-brands/