After rolling out 250 client engagements, there’s no question in my mind that leaders are facing a fundamental problem with adopting a Social Selling program. And it’s a problem that has lasted through every training program since Xerox launched in the 1960s!
There aren’t any sexy tips or complex models in this blog because the problem is quite simple: the biggest mistake leadership makes is not creating a culture of full leadership buy-in and accountability for the way the sales team will be selling in the future.
