Markets, economies, company strategy are all highly influenced by trends. And one of the biggest driving factors in these decisions is demographics.

While in high school, I worked part-time as a lead generator for a Financial Advisor named Grant (I’m leaving the last name out). He was able to achieve very lucrative returns for his investors. His secret was investing with the tide. He invested in companies that were tied to the aging Canadian population.

The result? He made a KILLING.

I’ll never forget Grant and his strategy. He didn’t claim to be the smartest guy in the room but he was brilliant at picking out the demographic trend that most were missing.

Check out this video to learn more.

Sales Enablement: Are You Seeing The Demographic Shift?

What happens when your sales team and buyers get younger? Sure that might not be the case right now but chances are in the next 10 years, that’s going to happen. Some figures predict that millennials will comprise 75% of the workforce by 2025. That’s 10 short years away.

This still may not seem like a big deal to some but every generation has their own way of doing things. New blood brings new ideas and ways of doing things. They change the landscape of business every generation.

The cold callers showed the generation before it how the telephone could speed up revenue. Business became blistering fast. The telephone was the tool of that generation.

The Demographic & Generational Crossroads

How are you going to contend with the mindset that the cold call is not where most buyers prefer initial contact? As a Sales Enablement professional, are you thinking this far ahead? We all know the shift is happening but are you doing something about it?

I humbly contend that social selling is something that Sales Enablement should focus on in 2015. It has two massive benefits.

Firstly, it engages a younger work force that realizes the true spirit and collaborative nature of social media. And secondly, it encourages your sales team to meet the new and transformed buyer; one that’s digital and uses social media and the internet to do research in their buying process.

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The Bottom Line

Jill Rowley frameworks the topic smartly with her 5 Pillars of Social Selling. Social media can be incorporated into the sales cycle in a way that Sales Enablement can contribute to empowering every sales professional in the organization.

This empowerment is well worth the effort because the impact on revenue is positive and noticeable. In fact, our research shows that for organizations are realizing a 5X ROI within 6 months.

If you’d like to see how you can implement a process-driven approach to social selling in your organization, feel free to contact me for ideas and friendly banter.

Remember, social selling isn’t difficult. It’s just different.

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Amar Sheth

Author: Amar Sheth

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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