It’s a good question to ask.
After all, if you are embarking on a social Selling program then this isn’t a tick box exercise is it? I only ask, as we do see a lot of people wanting somebody to come in and talk about social selling hoping that then, as if by magic, everybody is a social seller.
The option is to buy a tool. Let’s not forget, a fool with a tool is still a fool. We have walked into so many companies where they say “we brought tool XYZ, at the demo it looked really good, the salespeople said it would transform our selling.” We always ask “and what happened”. The response we always get is “nothing”. As in, “we gave it to the salesforce and nothing happened”.
The reason for running a project is ROI, yes?
So when looking at Social Selling, as with any project, you should be looking for an ROI.
Where will you see an ROI? Well in three things:-
- Change in habit of the sales force from being analogue to digital.
- Inbound, additional leads and meeting
- Incremental increase (net new) $ return in revenue
Surely this is little to ask and expected from such a project. If transforming the salespeople, inbound and incremental revenue is expected then let me know!
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