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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.

Fail: Sales Reps Told to Figure Out Social Media on Their Own?

Posted by Jamie Shanks on Jul 26, 2013 6:33:43 AM


Social MediaI read an article last week that I can’t seem to find, but the statistics were disturbing! 73% of Sales Reps are told to figure out Social Media on their own.

If you agree that Social Selling is a tidal wave of opportunity, and that Social Selling sales reps CRUSH traditional sellers… Then you should be as shocked as I was!

This biggest sales movement since Solution Selling is sweeping the world, and sales managers are hoping sales reps learn Social Selling through osmosis? How can sales reps be expected to learn to be Social Sellers, when most of them are “Digital Immigrants” to the process.

What’s a Digital Immigrant – I first heard this from Jill Rowley @ Oracle, who defines anyone basically over the age of 30, who didn’t grow up with Social Media. These sales reps learnt to sell the traditional way with the phone & email and hadn’t thought of social media as their sales buddy.

These Digital Immigrants need help evolving their sales process, as Social Selling isn’t always natural. Don’t assume because they have a LinkedIn account that they must be leveraging it for business development.


I highly advise you to look at how to improve your sales team’s Social Selling process, or get passed by your competitors! While 73% of sales teams have been reliant on self-learning so far, I’ll bet dollar-to-donuts that will be 17% by 2015! The success numbers don’t lie!

XO Communications rolls out Social Selling Training to 300 sales reps – 50% of their trained sales force books a net new meeting in 1 week after training.

XO Communications testimonial – how Social Selling has grown their business

The Bottom Line

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 Ten 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!
Jamie Shanks

Jamie Shanks

Jamie Shanks

About the Author

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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