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KPI – Keep Your President Interested
One of the byproducts of a healthy Social Selling routine is the incremental revenue you will drive. Another obvious one is an increase in the number of sales meetings you will book. Both will please your leadership team and help you ascend the ranks. But as you know, neither have any staying power – you’re only as good as your last deal.
So here at Sales For Life, I’ve taken a closer look at the Key Performance Indicators we have aligned to our Social Selling training program to expose what I believe is perhaps the greatest byproduct of this method. Indispensability. The process of Social Selling can lead you to become a bonifide subject matter expert, and it can propel your personal brand well beyond the confines created by the 4 walls of whatever company you are in.
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Ironically, this will Keep your President Interested so to speak. Not only will you statistically be driving somewhere between 16-20% more revenue than your traditional approached counterparts, you will be delivering core value to both your company and the community of customers you serve. You become the person their customers ask for. You become an indispensable asset. Now that’s a KPI worth measuring.
Not a bad proposition given that all of this can take place while performing your regular job. But because it’s a job, and because anything worth doing is worth measuring. You need to be aware of the KPIs that matter to leadership the most. So here are a few you might consider tracking.
Now, depending on your Social Selling maturity and specific business objectives you will come to appreciate the very many metrics you can choose to manage. At Sales For Life for example we monitor the individuals taking our Social Sales certification with 15 different observable behaviors. Of course I’m not going to list them all, but categorically they look like this:
- Network Growth
- Network Engagement
- Opportunity Source
- Revenue
The Bottom Line:
Whether it’s indicating your key performance or simply keeping your president’s interested, Social Selling like everything else in business, is served best with meaningful metrics. As a hands down top performer you will come to appreciate constantly being aware of where you were, where you’re going, and roughly when you will get there. So don’t wait, make sure you are tracking your progress today!
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Robert Kavanagh
