When you’re adopting social selling into your organization, you need approval from the executive team. But once you get the executive buy-in, then what? For social selling to succeed, there needs to be a triple alignment. In other words, three critical departments need to work together to ensure your social selling program’s success: the Sales Leadership, Marketing, and Sales Enablement (or training and development) departments.
So, you’re thinking about social selling and wondering “where do I start?” or “where do I navigate?” Fear not, you’ve come to the right place.
How you drive toward social selling will depend on which departmental view you have. Marketing, Enablement, Sales and Management all approach the topic of social media and social selling differently (no surprises). Each has an agenda and often times they’re at loggerheads because goals can seem contradictory.
I’ll be writing much more about the perspective of each in upcoming blogs but I wanted to start planting the seeds of initiation now.
For now, let’s jump in and start looking at some of the tactical things you’ll need to think about before implementing social selling at your company.
Continuous training is a regular part of a sales professional’s life. But when it comes to social selling training, most sales teams have either educated their staff through an in-person, instructor-led workshop, or an online learning program. This either/or approach isn’t effective. Here’s why.
According to a recent survey by PeopleLinx, only 31% of sales reps have incorporated Social Selling into their daily routine. The problem isn’t that they don’t see value. Actually, 76% percent of them consider LinkedIn to be the most valuable social media network, a significantly higher percentage that Twitter, Facebook or Google+.
You can go the gym or you can get results. Which do you prefer?
The challenge is that most of us are so busy that it’s incredibly hard to focus. I know, if we put our minds to it you CAN do it. But, there’s one small problem: our egos. We think we can do it by ourselves. And you can do it by yourself but how much time are you going to need? Are you willing to go through the learning curve on your own? Wouldn’t you rather use a mentor to guide you?
Watch this video to see what I’m talking about!
When the calendar turns towards December, the thoughts of sales and marketing professionals turn to… more business.
The new year, and a new start, is just around the corner, but before you can wrap 2014 in a big, red holiday bow, there are current deals that must be signed, accounts in negotiation that must be closed – all of this with the increased pressure of a compressed work schedule.
And while some sales and marketing pros may feel the stress, others may be indifferent, and still others will rise to the occasion as the top performers they’ve been throughout the year.
One thing remains certain: your end-of-year behavior will likely determine whether you find cool toys or a lump of coal in your stocking during this holiday season.
Listen, I’m going to give you a really important piece of advice. DON’T DO TRAINING. Honestly, you’re not ready!
That’s what we’re forced to tell companies that just aren’t prepared to improve their sales performance.
Why do companies do training?
To either improve the speed-to-revenue or probability to increase revenue. Unfortunately, too many sales organizations are not prepared for the following reasons:
A winning smile, a little know-how, and letting the client win a round of golf or two was once all it took for a salesperson to stay top dog in the world of sales. Fast-forward to today, however, and it’s a different story. Clients are busy, and their time is important. Instead of discussing business over drinks after a round of golf, they can simply search online for information about your products or services and make an informed decision without you ever stepping foot in their door.
This is pretty simple. We’ve worked with 45,000 sales reps in over 200 companies.
We measure (using their CRM) the effectiveness that sales education, specifically Social Selling, has on each sales rep over 1 year.