Managing the Social Sales

Force

© Copyright 2015 The Sales Management Association. All rights reserved.

© Copyright 2015 The Sales Management Association. All rights reserved.

John MayhallSenior Sales Manager, Sales solutions North

America

Linkedin

Twitter: @VodafoneUK

LinkedIn: slsm.gt/mayhall

SPEAKER

Sales Solutions Vision:

Elevate the Sales Professional

5

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

6

Sales Teams Need To Adapt

7

Social Selling Index (SSI) Measures Effectiveness

Create a

professional

brand

Find the

right

people

Engage with

insights

Build strong

relationships

Each Sales Rep has an SSI Score from 0-100

0

25

50

75

100

Laggards Leaders

Your Score

82

9

SSI Leaders Get Results

New clients

Meetings secured

Opportunities generated

10

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

11

SSI Enables Sales Leaders Measure the Intangibles

• Networking ability

• Brand-building

• Relationship mgmt

• Resourcefulness

• Communication skills

Implementing a

Social Selling Program

MeasurementEducationExec Alignment

13

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

Establish your guiding coalitionEstablish Your Coalition

• Executive

Sponsor(s)

• Administrator(s)

• Sales Managers

• Evangelists

• Cross-functional

departments

15

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."

Train Your Teams

Create Branded Programs

Sales “Social Hour”

Best Profile Competition

Networking November

Gamification Can Help

“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

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

21

SSI as KPI

SSI

Track ROI In Your CRM

23

Key Takeaways

Adapt to the new buying environment

SSI matters and accountability is key

Set your team up for success

Thank You!

© Copyright 2015 The Sales Management Association. All rights reserved.

© 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

Linkedin

Twitter: @VodafoneUK

LinkedIn: slsm.gt/mayhall