social selling & the role of the sales manager
Post on 03-Mar-2017
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Social Selling Case & the role of the Sales Manager
https://be.linkedin.com/in/kurtghijsbrecht@GhijsbrechtKurt
The sustainableCommunication Production House
Integrated publishing production solutions provider for offline and online marketing & corporate communication.
SETTING THE SCENE
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6.8Source:
Multi-threaded
5%Single-threaded
68%
Sales deals at BNL companies
What percentage of deals in the Benelux are multi-threaded?
6+ connections 1 connection
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Account rep
People Moving Jobs
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1 in 4What is the likelihood a decision-maker leaves their position within a year?
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1 in 3What about your reps?
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53%of our deals are at risk
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Is Social Selling the answer?
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WHAT DID WE DO?
LinkedIn & Sales Navigator as a first step
From single to multi-threaded
Provide content across channels (offline & online)
Start inmailing & calling
THE ROLE OF THE SALES MANAGER
Set Goals & define successCreate a PlanTrack ProgressStay MotivatedImprove your results
SET GOALS & DEFINE SUCCESS
1. What is your business need?: More Qualified leads Bigger sales pipeline Increase customer retention
2. How will you define success? Impact on sales results ( in €, bigger pipeline, …) Use SSI also as a measuring tool by focusing on the 4 building
blocks : • Create a professional brand• Find the right people• Engage with insights• Build strong relationships
SET GOALS & DEFINE SUCCESS
3. What kind of goals? Start SMART Number of connections (av.= 930) Number of connection requests
• Customers (no brainer!)• Prospects (10/week + increase gradually)
Connection at Key accounts• 6,8 B2B decision makers, SO??
Network leverage – “the network of your network”• “get introduced”
LinkedIn group participation• sales team segmented by branch
Engagement Rate• Evaluate the amount of content shared by rep
CREATE A PLAN
1. Create Buy-In
Look for a Sponsor• Your boss
Involve Marcom from the beginning• You will need them!
Budget?• Marketing, sales, communication? Get aligned!
2. Educate & train your people
WORKING TIME – requirements to implement Etiquette, best practices, tips & trics, LinkedIn helps its customers!
TRACK PROGRESS
HOW?• Profile complete?• Receiving endorsements?• Publishing posts?• Daily logging in?• Inmail response rate >10%• Connecting to VP’s?• Are people engaging with your posts?• Is your acceptance rate for connection request >20%?• Viewing your profile & vice versa?• Using LinkedIn Search?
This is the heavy part but so important if you want to be successful!
TRACK IMPACT ON YOUR BUSINESS
Share successes
Evaluate the program + Goals
Bigger pipeline?
Differences between reps!
Consider speeding up or slowing down
Weekly SSI dashboard
OUR RESULTS?
Team: 5 x Sales & marketing manager
Connections: • Total 1st degree network 4.776• 736 connections on average (659 – 2.300)• Evolution (2016) January 1st – December 31th :
4.776 connections 5.889 = +4/day
SSI• Individual Average last 3 months : 82 / 79 / 78 / 43 / 39 / 34
And the EURO’s• Use of Sales Navigator generated 150k extra turnover after
1 year
STAY MOTIVATED
What will you see?: Fear Falling back in day-to-day routines Resistance …
The sales managers job is to: Promote confidence Coach & train Keeping the eyes on the “price” (goals) Celebrate Top social reps
IMPROVE YOUR RESULTS
The extra step?
Recruit socially engaged repsMake social media part of the reps routine
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