Social Selling Education

Getting Your Sales Team On Board With Social Selling

As a sales manager, your sphere of influence includes the people who work with you today, the people who worked with you in the past, your friends and your family, your college alumni, etc. What sales professionals often fail to realise is that digital tools can roadmap a person’s or a company’s sphere of influence like a spider web.

If you are choosing the accounts that you are going to target next, you are essentially trying to increase your speed of revenue. One of the fastest ways to do this is to interconnect the relationships of people. Once you figure out the nuances of digital tools and how fast they can help you to navigate the relationships through road mapping, you will have more stories to tell. It is much easier to sell a story that somebody can relate to than a raw cold call.

To transition your sales professionals from analogue sellers to digital sellers, they must learn what is known as a ‘social selling routine’. An effective social selling routine is completed every day in less than 30 minutes a day. If a sales person is spending more than 30 minutes a day on social selling, then it is detracting from other core sales skills. The routine consists of the following:

  • Find
  • Engage
  • Educate
  • Develop

As a front-line sales manager, you need to coach towards these goals.

The second thing you need to do is ensure that your sales people’s brand is 100% centralised and buyer-centric. This means the next time you have a quarterly meeting and everyone is at the office, everyone needs to line up against a white backdrop so that a professional photo can be taken. Your team also has to have buyer-centric headlines on social media as well as complete and professional social media profiles.

Are you interested in social selling techniques and strategies to enhance your reputation and help you prospect for new leads? Socialsellingeducation.com offers a range of instructor trainingsocial selling workshops and consulting services that can be customised for your business. Contact us for more information today.

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