Show, don’t tell. In business, that translates as, “Where are the metrics?” Sales reps can clearly observe that social selling works, but their bosses want metrics. They need hard numbers that capture the ROI of social selling at the corporate level, but also how to take it down to the level of individual performance for sales professionals.
How can sales leaders drive above market growth in today’s digital world? To what extent Sales Growth Training can help?
Over the past little while I have seen a battle brewing between those who say cold calling is dead and those who claim it is alive and well (and that any claims to the contrary are nonsense).
At Sales for Life, we have created a special handshake between sales and marketing. We’ve also made marketing completely accountable for sales quota attainment and net new sales bookings. This accountability is the future of sales and marketing alignment.
Fast forward to 2018: How do you jump two years ahead of the competition? Productivity is all about doing more in less time. If a sales team found a way to effectively freeze time for the competition, they could probably rack up some pretty amazing productivity numbers. They would be able to identify prospects at earlier stages of the customer’s journey and send out content to help shape prospect opinions long before anyone else. As it turns out, sales leaders have already found a way to do that.
There’s a time for chill and this is not it. When people say “no chill,” they are often talking about flailing around with undirected energy when you should be calm. There’s more to it than that, though. The “no chill” state of mind can actually be a powerful tool for sales professionals that can channel it into excitement and enthusiasm. Building new relationships is work, there’s no question about that, but there’s no reason it can’t be fun, too.
The truth doesn’t have to hurt. The Titanic called itself “unsinkable” so much that it started believing its own hype, and everyone knows where that went. Recognizing the truth earlier would have kept it afloat, and the same is true for any business. There’s no room in the budget for vanity. Here are vital stats that sales teams can use to back up their arguments when discussing social selling training with their managers. Cold, hard facts don’t even know how to lie.
As a sales leader, do you know what channels create the most opportunities? Maybe it’s last month’s email campaign. Or maybe it’s that huge offline event you threw in March. Unfortunately, if you’re like most companies, these channels aren’t working as well as you think they are.
Implisit, an Information Technology and Services company acquired this year by Salesforce, analyzed the pipeline of hundreds of companies across the globe to determine which channels deliver the highest conversion rates, and the results may surprise you.
At Sales for Life, we field thousands of discovery calls every year about social selling. And you might be surprised to learn that the most common question we get asked is NOT, “Can we measure social selling?”