How to Implement Rebecca Ross a Social Selling Product Consultant - PowerPoint PPT Presentation

How to Implement Rebecca Ross a Social Selling Product Consultant Program

Agenda Social Selling Program Next Steps Defined Framework

How do you define social selling?

Social selling defined 75 % Create a Find the Engage with Build strong professional brand right people insights relationships

Social Selling Index Laggards Leaders

Best Social Seller

Framework for Implementing a Social Selling Program Awareness Education Management Reinforcement

Awareness Awareness /əˈwernəs/ noun knowledge or perception of a situation or fact.

Why is your organization interested in rolling out a Social Selling Program?

The buying process today 5.4 75 90 % % of B2B buyers use social of decision-makers say key influencers in B2B networks to research they never respond to buying decisions products cold outreach Increasingly complex Increasingly social Increasingly cautious

Social selling success Exceed quota Go to club Get promoted 51 % 3 x 17 months More likely to More likely to Average decrease reach quota go to club in promotion to VP 12

Who is going to help you?

Establishing your guiding coalition You Have you documented a program? Have they mandated this as an Executive Sponsor(s) initiative? Is their voice represented? Are they monitoring activation & Administrator(s) reporting? Are they enabled to coach their Sales Managers teams? Are they leading by example? Leader(s) / Do they have a call to action? Can Evangelist(s) others easily learn from them? Is marketing socially active? Cross-functional Is HR recruiting social sellers? departments Is Ops monitoring social reporting?

Elevate Your Brand

Awareness Education Education /ˌejəˈkāSH(ə)n / noun the process of receiving or giving systematic instruction

Learning Paths Learning paths Learning Paths

Creating Branded Programs Sales “Social Hour” – one hour per week Content sharing campaign Profile Month Networking November

“What are the top factors that make sales training effective in the long term?”

Awareness Education Management Management /ˌmanijmənt/ noun the process of dealing with or controlling things or people.

You can't m anage w hat you can't m easure.

Aligning KPIs for Success

Track ROI: CRM

Awareness Education Management Reinforcement Reinforcement /ˌrēinˈfôrsmənt/ noun the action or process of reinforcing or strengthening.

Gamification

New Hire Education

Next Steps  Find out your Social Selling Index  Linkedin.com/sales/ssi  Define the purpose of the program for your organization  Select target KPIs  Implement the Program  Identify your Guiding Coalition  Create education framework

Next Steps  Lead By Example  Strengthen your LinkedIn Company Page  Encourage introduction requests  Highlight star performing reps  Share success stories  Reinforce KPIs in 1:1’s and performance reviews  Learn more about Sales Navigator: https://business.linkedin.com/sales-solutions

Appendix

Sales Leadership: Live What You Preach Be Involved  Share best practices  Highlight star performing reps  Reinforce KPIs in 1:1’s and performance reviews  Encourage introduction requests  Leverage relationships and colleagues  Gain industry insights  Stay informed  Research competition  Converse with thought leaders