Not allowing sales reps to use social tools will have negative impacts on attracting and retaining talent.
If you believe that change is a good thing and has a place in organizations, then cover your ears because this one’s not pretty!
We’re hearing more and more disturbing stories of sales reps being DENIED the use of social media inside the workplace because it’s too distracting. While this may not sound like a big deal to you, for the sales people involved, it’s a huge problem. When a company or sales leader makes the conscious decision to block/remove an effective selling medium, it’s like asking sales reps to fight with their fists in a gunfight.
As the years go by, one of the greatest challenges for organizations will be the growing number of millennials entering the workforce. They say the biggest movements start with small, incremental steps. This is going to be no different. As this demographic enters the work force day by day, they will become the majority of all sales reps within the next 5-6 years.
Acquiring talent will become a problem if modern day tools aren’t accessible by sales reps. If you think this is a joke, e-mail me at firstname.lastname@example.org and I’ll privately share some incredible stories with you of how sales reps are starting to ask future employers on their social media policies.
This has massive implications for companies from finding talent to, quite frankly, retaining it as well! If organizations aren’t willing to get behind social selling, they will have talent retention issues. If companies aren’t willing to constantly invest in their employees, then exits become more likely. One of the things that companies must now contend with is social selling.
The Bottom Line
If you want to give your sales reps a fighting chance of meeting and exceeding quota, then social selling will have to be something you train them on. It’s no longer a nice-to-have; it’s a must-have.
As the data pours in on how buyers are heading online to do research, social selling will help you bridge into this reality effectively.
Remember, social selling isn’t difficult, it’s just different.
Need an effective strategy to get you or your reps trained on social? Click the “click to schedule” button below and let’s talk.