Sales LeadersResistance is Futile” – Star Trek

This blog post marks a major achievement, something I’ve always wanted to do but have never had the creative ability or context to pull off. Until now.

I’ve just quoted Star Trek in a professional setting.

Personal achievements aside, I wanted to share our frank opinion with you. By “our” I mean the bunch of us that want to shake things up a little in the world of sales. But we’re being kept at bay. It feels like we’re about to ask our parents to do something that will help us grow but they think that preventing us will help protect us.

But instead of asking our parents, I’m appealing to the sales leaders in our industry. It’s important that you allow your sales reps to use social media now in proper and meaningful ways. I don’t mean just connecting with a potential prospect you had a meeting with (although that’s important to do). I’m talking about really using social media to drive tangible and measurable sales results.

If you believe the stat that 75% of the work force will be comprised of millennials in about the next 10 years, then what are you waiting for? Don’t hold on to the status quo.

To your credit, your fears were once founded:

  • A short 8 years ago, LinkedIn only had 10 million members.
  • Twitter wasn’t the powerhouse it is now.
  • We were frankly going through, or about to go through, a fairly major recession.
  • Your cold calling contact rates were still quite healthy.

Sales Leaders

But to your disadvantage now, your fears are holding you back:

  • LinkedIn has well over 250 million members. Let that sink in for a moment.
  • Twitter has so many live, active and real business conversations RIGHT NOW that your sales reps are likely not even tapping into.
  • Your cold calling rates today are…let’s not even go there.
  • There are ways to quantitatively measure revenue from your social selling efforts.

So quite simply, resistance is futile. There are some movements so strong that we simply can’t change them. In the world of B2B sales, it means the proliferation of social media as a medium for research.

“Sales Managers don’t have to make a decision to adopt social media, because their customers have already made it for them.”

-Hootsuite’s “A Definitive Guide to Social Selling”

The Bottom Line

These changes are happening whether you’re willing to admit it or not. If you’re still not convinced about how your buyers are online and going about researching and digesting information, let’s have a quick chat. I can show you very real examples that may startle you.

In short, resistance is futile. The change is coming whether any of us want it or not.

Amar Sheth

CTA

9 Step Thumb10 Step Book

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.

Leave a Reply

Login First!

Related Blogs

Feb 25, 2020 8:00 am
Post-Sales Kickoff Prospecting Slump? Now What?

We’re approaching the end of sales kickoff season. Companies have brought their sales teams together, and have started planning new go-to-market strategies. They’ve added new product features, benefits, and new territory plans to their sales bags. With the best companies (unfortunately, most companies don’t do this enough), there is a new skills-based learning deployed at … Continue reading “Post-Sales Kickoff Prospecting Slump? Now What?”

Feb 18, 2020 8:00 am
CEO Summit: What 46 Different CEOs Wanted Their Sellers To Do

I was in Nelson, British Columbia recently for an extreme skiing trip in the Selkirk Mountains. I had the opportunity to live on top of Baldface Mountain for a week with 46 other CEOs, and it was incredible to listen to the pitfalls, challenges, best practices, and opportunities in each of their businesses.

Feb 11, 2020 12:25 pm
Starting The Year at Zero: You’re Behind. Now What?

I’ve been fielding a lot of questions and calls over the last few weeks – and there’s no question that every Chief Revenue Officer is panicked. Outside of their annual referring revenue (the billings they need to protect from the core), there’s always a gap, and they all have to start at zero every year … Continue reading “Starting The Year at Zero: You’re Behind. Now What?”

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”