Jill Rowley says, “It’s not unusual for reps to get fired up about social selling at the beginning of a new month or quarter … and then trail off a week or two later. Social selling doesn’t deliver immediate results, and salespeople can become frustrated with spending time on something that isn’t bolstering their closing power in the short term.

But sticking with it pays off. So how can sales leaders increase social selling stickiness among their teams? Here are a few ideas I’ve seen work.

1) Make reps accountable.

If leaders aren’t measuring social selling, reps won’t do it. Add it to the agenda of deal or pipeline reviews so sales managers check reps’ progress on a regular basis. Are they following their buyers on Twitter? How many people from their buyers’ and customers’ companies are they connected with on LinkedIn? What pre-call research are they doing? If reps know they’ll be asked these questions, they’ll be more conscientious about incorporating social media into their workflows”.

6 Ideas to Increase Social Selling Stickiness on Your Sales Team

HubSpot

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