Like many companies you have “grasped the nettle” and transformed your sales department. Leaving behind the inefficiency of legacy sales methods was as an obvious choice.
After all, the inflation of calling 60, then 80, then 100, then 120 people to get the same result shows you there is a direction of travel and that road leads to nowhere.
Combination of social selling and cold calling is also a joke, nobody gets a little bit pregnant. Why carry on with inefficiencies like a comfort blanket.
Measures of your sales transformation will include:-
- Sales people blogging
- 20 to 30 % revenue increases and
- Inbound leads.
- Increased forecast accuracy
- Sales new starters contributing earlier
Once you have transformed sales it’s time to reinvest that additional revenue in transforming the rest of your departments.
Marketing’s role will transform too. Less reliance on legacy marketing methods and more work top of funnel (ToFu).
For example, with advertising, email marketing etc, all reducing in results and with your clients on social, you need to start switching your budget away from analogue and digital and move it into social.
For example, Supporting the sales people with key words and key phrases for their blogs to support your SEO dominance. As well as supporting the employee advocacy program. Empowering the employees to talk about themselves on social in a professional and authentic way.
Influencer Marketing so you can get access to new markets and new prospects. Social Media listening (over and above the work by the sales force).
Posting job advertisements just does not work anymore as we all filter out adverts. Recruitment consultants don’t seem to add much value it’s all about pile those CVs high and charge like a wild rhino!
Businesses can now tap into the world of social and become the employer of choice.
This can start with sales recruitment and then move through the business as the marketing employee advocacy program kicks in.
Sales people can blog about their own experience of working for your company and this will go out through there own networks. This will enable you as a business to tap into a ready network of applicants. Reducing recruitment fees and giving you access to candidates you probably wouldn’t have spoken to before.
Once the employee advocacy program kicks in, you should have access to candidates right across your business. It is not beyond the realms of possibility that you will leap frog the competition and get the best talent. After all, everybody will want to work for you.
You will become the employer of choice for your industry.
Look at Google, Facebook and Apple, if a job comes up to work there nobody asks what the pay is as everybody wants to work there.
Once an employee starts with your business, social will also enhance your business. Getting new starters (not just in sales) contributing quicker, supporting returners so they feel more supported and contribute quicker. This impact on employee efficiency and effectiveness not only is liked by employees. All employees like the fact that employers support them on the return, but employees also like to get up to speed quicker.
Social also enables companies to support work / life balance as well as support the need to be diverse and included.
Research shows that social will provide an increase on employee efficiency by 25%. That’s an extra 25% employees for free!
Social will make the procurement team more efficient by enabling organisations to get closer to their suppliers. They can also remove the inefficiency of endless emails, with the added benefit of having an audit trail through social.
RFPs, Tenders, ITTs can all be run over social, offering greater efficiency and effectiveness over current methods.
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