Does your company’s management understand the value of social selling or are you tired of waiting for them?

Social selling: what are your thoughts on it?

Check out this screenshot of a Sales Director contacting me by e-mail basically saying, “I’m tired… of waiting”. These types of e-mails are not the exception, they’re the norm, my friends.

Sales professionals and middle management are becoming aware that social media can – and does – help with finding, engaging and educating potential buyers like never before. When done properly, alongside traditional sales efforts, social selling can really help with boosting pipeline and revenues.

I elaborate more in the video below.

The Sales Organization’s Disconnect

From the trenches, it’s evident that organizations are starting to explore the usage of social media for sales professionals. There is legitimate and valid data that demonstrates social media can help increase pipeline and revenue growth as well.

However, I believe there is a cloud of fear that still paralyzes many organizations who are still on the fence about whether they are ready to adopt the culture of social.

The screenshot above is a classic example of a sales professional who has told us that management is disconnected from the sales team. The disconnect is that management doesn’t realize how increasingly difficult it’s becoming to just rely on the telephone and e-mail as the only means of communication, engagement and education. Management is removed from the trenches, according to this individual, and therefore they’re not able to see why social is so important.

The telephone can and should be used (of course) but imagine being able to warm up those cold calls. Imagine using the phone as an extension of your work.

What’s a Sales Pro To Do?

Many sales people are starting to take action. They’re starting to take matters into their own hands. The amount of information on social selling is vast. A quick search on Google will only reveal this. However there is still confusion! People don’t know where and how to begin. I believe the onus is on all of us in the sales community to help out with this.

Based on the way this topic is being ignored/avoided by sales leadership, I’m predicting there will be a bottom-up demand from the sales trenches. Reps will demand that social selling be used. In fact, we’ve spoken with many sales reps who are starting to leave companies because of the company’s unwillingness to give social a look.

The Bottom Line

I don’t have a clear-cut answer on what it will take for sales leadership to begin looking at social media as a legitimate form of communication. I hope they don’t wait until reps start leaving or when their sales numbers start declining. However, it may have to be that drastic. Who knows?

The fact of the matter is that the e-mails we receive show a clear pattern of sales leadership ignoring and/or avoiding the subject altogether.

There are solutions to this. One need not wait. If you’re a sales rep who’s looking to get started, there are a plethora of options available to you to learn about social selling. You don’t wait for your lagging organization to catch up. Your career is far too important.

If you need help on how to get started, use the button below to contact me. I can provide a ton of free resources to help you get started!

Amar Sheth


Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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