4. ORGANIZATION NAME
Aberdeen Research Brief
Social Selling Research
I In April and May 2012, Aberdeen Research surveyed 173 end-user sales organizations to
understand how the top performers among them use Social Media. They used performance
metrics to differentiate between Best-In-Class (top 20%), Industry Average (middle 50%) and
Laggard (bottom 30%). What they found:
ï§ Reps achieving quota in last calendar or fiscal year: BIC=79%, Ind
Avg= 43%, Laggards= 15%
ï§ YOY increase in total company revenue. BIC= 16.3% incr., Ind
Avg= 4.1%, Laggards= 8.7% decline
ï§ YOY increase in average deal size or contract value: 0.7%, Ind
Avg= 1.7% increase, Laggards= 6.6% decline
ï§ Average sales cycle: BIC=0.7%, Ind Avg= 0.2%, Laggards= 5.3%
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5. ORGANIZATION NAME
Aberdeen Research Brief
Social Selling Research
In Best of Class companies, 70% of respondents engage
customers through personalized social experiences
âKeeping sales professionals engaged by providing them with not
only the most contemporary social tools, but also with proof that
they are effective, is surely a welcome sales enablement best
practiceâ
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