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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Social Selling will help you hire & retain sales reps!

Posted by Jamie Shanks on Feb 4, 2014 10:51:25 AM

I was on the phone with a Kevin Coppins @ Meru Networks last week talking about their Social Selling goals for 2014. Typically, I hear goals like:

  • Creating more opportunities
  • Winning more deals
  • Building a stronger brand within their market

But I heard something different, something that smacked me upside the head… RECRUITMENT of new sales reps.

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You see, it’s extremely competitive right now to find great sales professionals. It’s also important to build new hire classes with smart college/university graduates. The challenge that many sales managers have been finding (especially with hiring Millennial from school) is that traditional sales techniques are not making it sexy for sales reps. Even senior sales reps are not getting excited to jump from one competitor to the next, knowing the sales process is no different.

Kevin Coppins was laser focused when saying “we will be training every Sales Executive, lead generator, sales manager and channel partner on Social Selling in 2014. Our approach will be that we’ll have a world-class recruitment process at the end of 2014, touting we are the future of the modern sales professional”. The Micro-Marketer meets the sales professional; where sales professionals are building personal brands online, and driving new relationships on LinkedIn & Twitter.

This revelation hit me! Sales leaders have an opportunity in 2014 to:

  • Recruit Millennials with a sexy sales process that fits their current lifestyle (online)
  • Recruit senior sales professionals that are keen to innovation, growth and evolving with their sales process
  • Retain current sales professionals by giving them new tools to be more successful

So don’t just look at Social Selling as a means of getting sales reps on LinkedIn. Look at the big picture – look at your team as a coach and think about the skills that will bring in more talent, and grow the talent you have today.

If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – 10 Steps to Building a Social Selling Machine. Find the topic of Social Selling interesting? Click below to book a time in my calendar to explore further! So what are you waiting for? Download the below guides . 9-step-thumb10-step-book Social Selling Lets_talk_social_selling

Jamie Shanks

About the Author

Jamie Shanks is a world leading Social Selling expert, responsible for pioneering the space. Jamie Shanks has trained 1,000’s of sales professionals from Fortune 500 companies to solopreneurs.