We’re seeing a shift in the way B2B organizations generate revenue today which will significantly impact your sales force in the next five years. Digital is disrupting how we meet our buyers and if you are prepared then you’ll be to make the fast pivots needed to survive. But are you keeping up with modern, digital world of 2016 and looking ahead to 2020?
The number of companies adopting Social Selling tactics is growing at a rapid rate. In fact, 62.9% of sales professionals report that Social Selling has become highly important for closing new deals. With such levels of adoption, the odds are high that either you or someone in your company are already using social channels to generate new revenue.
- Buyers are already 57% through the purchase process before sales professionals even speak to them. (Tweet This)
- B2B organizations with tightly aligned marketing and sales achieved 24% faster revenue growth. (Tweet This)
- Nearly 82% of buyers viewed between five to eight pieces of content from a winning vendor. (Tweet This)
From staying ahead of the competition to having more sales conversations, it’s undeniable the outcomes of Social Selling are evident. The infographic below shows the results that Social Selling is providing for companies of all sizes. Take a look!
Short answer: it depends.
First of all, your sales professionals should be sharing content with the market at the bare minimum. Buyers are already 57% through the purchase process before sales professionals even speak to them. If you want to hit quota, it’s important that your salespeople are present in shaping their buyers’ journeys.
If you want you sales professionals to go above and beyond, they should be taking part in content creation.
Do you hire based on gut feeling, personality assessments, and the like? Full disclosure: I do, too. I bat less than 500 when it comes to hiring. As a sales leader, I’ve always hired based on gut feel. And the instinct of sales leaders is to hire people similar to you—the thinking being that if you’re successful, you want people with similar traits and styles so that they’ll also be successful.
When it comes to sales training, a concern that sales professionals cite routinely is the timeliness, relevance and context of what they learn. This is a fair assessment of the industry in my opinion as many training programs haven’t changed curriculum for years. The changes that have occurred are minor and don’t do justice by the learner from a context perspective.