PeopleLinx is dead right when they report that 60% of companies are stuck with sales reps performing just “Random Acts Of Social”, as opposed to consistent Social Selling efforts that drive long-term results. The report also reveals that among those sales reps, there was no coordination of messaging, best practices – it’s every man/woman on their own.
How do you know your company is at the BOTTOM stage of “Social Selling” (Random Acts of Social)?
- Your first and only introduction to Social Selling training came with LinkedIn Navigator licenses
- Your sales enablement team is literally calling their training either “Social Media” or “Social Selling/LinkedIn 101”
- The gap of LinkedIn usage amongst the sales team is enormous. You have some sales reps NEVER logging into a Social Platform, and you have other reps on social 2-3 hours a day.
You have a “Random Acts of Social Selling” company that isn’t able to create processes, scale and drive MILLIONS of dollars. You will have a Pareto Effect (Also known as 80-20 rule) where only a handful of your sales reps drive social revenue for your business. If these are your goals, that’s fine, but I don’t think you’d be reading this if they were.
DIY Social Selling training programs are garbage. Asking your Social Media team to build a program, or recruiting your existing sales enablement team (which has little functional knowledge of Social Selling) is a bad idea. It is also a terrible idea to get your top sales reps involved.
These solutions are always prone to be random in their value because they:
- Lack world-class best practices – they’re patched together from internet downloads
- They are Social Media focused and do not have clear learning objectives that align with sales objectives
- They are delivered in either a monthly webinar or half-day classroom setting, which do nothing for your sales reps long-term behavioral change.
Honestly, if your team is keen to become world-class, and I mean drive MILLIONS of dollars a year from content, social conversations, or social introductions, then DON’T DIY.
The choice is yours.