Social selling is not a fad, but it’s still good to talk! Sales people who use social selling have 51% more meetings with a greater chances of success. As with other sales strategies, social selling has an essential set of framework conditions which must be met to achieve success.
Is your organization ready for Social Selling?
The following points help to determine to what extent your organization is ready for successful social selling:
- The company has a social selling strategy.
- The sales team know how successful social selling should be carried out.
- The company has Key Performing Indicators for measuring social selling activities.
- Other departments are familiar with the social selling strategy and know how to provide optimal support.
- Sales Managers train their employees in social selling.
- Social selling forms part of the regular performance review.
- Social selling is discussed in sales meetings.
How to increase your understanding of how to improve your company’s social selling success
Mercuri’s Social Selling Programme can help your company integrate social selling into the sales process to maximize benefits without wasting precious resource.
90% of prospects say they won’t take a cold call. 75% of buyers say they use social media in their decision making. This has significant implications for the sales strategies of companies. And not all companies are adapting to this trend successfully. According to another finding, 68% of sales professionals believe that the selling process is changing faster than their organizations are adapting to it.
Mercuri’s Social Selling Programme
Mercuri’s Social Selling programme considers precisely where social selling makes sense for a whole landscape of sales activities from new customer acquisition to account management. It also shows the right ways to look at various social selling platforms – LinkedIn, Twitter and others such as Xing, Conrad Pro etc. The programme aims to deepen your understanding of what it takes to succeed at social selling as a company and what this means for the individual sales person in terms of improving their social selling ability.
Starting off with a review of the social media channels currently in use the programme includes a survey of attitudes to social selling. Employing an interactive, workshop style the programme helps participants to take a critical look at the current sales process. It develops the skills needed to be successful in social selling using both case studies and real-life examples.
For post workshop activities, the programme provides an action plan of how the sales manager will support their sales team in their use of social selling. Also incorporated are coaching sessions to support social selling and a review of the social selling Health Check.
“Sales teams today are faced with managing buying behavior completely different from in the past. To be successful, they need to adapt and master new practices. As the world leader in sales performance development, Mercuri International is uniquely positioned to help sales professionals develop the skills needed to better connect and engage with the more informed and autonomous customers of the 3rd Millennium.”Frank Herbertz CEO of Mercuri International.
- Call Mercuri on +44 (0) 330 9000 800 to talk about implementing a social selling programme.
- Email us to receive a copy of Mercuri’s Social Selling Whitepaper.