managing the social sales force kallu erik charles morgan woodbury brandon lopez. 11 ssi enables...
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Managing the Social Sales
Force
© Copyright 2015 The Sales Management Association. All rights reserved.
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© Copyright 2015 The Sales Management Association. All rights reserved.
John MayhallSenior Sales Manager, Sales solutions North
America
Twitter: @VodafoneUK
LinkedIn: slsm.gt/mayhall
SPEAKER
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Sales Solutions Vision:
Elevate the Sales Professional
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The B2B Buying Process Has Changed
of a typical purchase
decision is made
before a customer
contacts the supplier
Of decision makers say they
don’t respond to cold
outreach
Key influencers in
B2B buying decisions
5.4 57% 90%
Source: CEB, IDC, Harvard Business Review
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Sales Teams Need To Adapt
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Social Selling Index (SSI) Measures Effectiveness
Create a
professional
brand
Find the
right
people
Engage with
insights
Build strong
relationships
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Each Sales Rep has an SSI Score from 0-100
0
25
50
75
100
Laggards Leaders
Your Score
82
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9
SSI Leaders Get Results
New clients
Meetings secured
Opportunities generated
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Who’s on the SSI Leaderboard at SMA Atlanta?
1 90Ray Bonis
2 84
3 81
4 81
5 81
Meena Kallu
Erik Charles
Morgan Woodbury
Brandon Lopez
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11
SSI Enables Sales Leaders Measure the Intangibles
• Networking ability
• Brand-building
• Relationship mgmt
• Resourcefulness
• Communication skills
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Implementing a
Social Selling Program
MeasurementEducationExec Alignment
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Mark TefekisVP Global Sales Enablement and Programs, PTC
"Our corporate strategy is enabling smart
connected products for competitive
differentiation. Our team personalized it to
get executive alignment - social selling is
smart connected reps for competitive
differentiation."
Executive
Alignment
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Establish your guiding coalitionEstablish Your Coalition
• Executive
Sponsor(s)
• Administrator(s)
• Sales Managers
• Evangelists
• Cross-functional
departments
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Education
Phil LurieSenior Director, GCO Sales Tools and Technology, SAP
"You have to customize the training,
embed it in your overall training,
and make sure to focus on middle
managers."
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Train Your Teams
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Create Branded Programs
Sales “Social Hour”
Best Profile Competition
Networking November
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Gamification Can Help
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“What are the top factors that make sales
training effective in the long term?”
Sales Manager and Executive Sponsor involvement during and post training
YOU!©2014 Krauthammer International - *Krauthammer surveyed over 11,000 sales reps over a multi-year period
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20
Fernanda GurgelSenior Social Media Manager – EMEA, Symantec
"We always combine SSI with actionable
intelligence. If you only provide data it is
just another number, it won’t change the
mindset. You have to tell teams what
specific actions to take."
Measurement
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SSI as KPI
SSI
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Track ROI In Your CRM
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Key Takeaways
Adapt to the new buying environment
SSI matters and accountability is key
Set your team up for success
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Thank You!
© Copyright 2015 The Sales Management Association. All rights reserved.
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© Copyright 2015 The Sales Management Association. All rights reserved.
Please remember to speak into the
microphone - we're recording!QUESTIONS
John MayhallSenior Sales Manager, Sales solutions North
America
Twitter: @VodafoneUK
LinkedIn: slsm.gt/mayhall