The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.
4. Blueprints for Success:
Transforming your Sales Organization
Trish Sparks
Director, Sales Product Consulting
LinkedIn
Phil Horn
VP, Ticket Sales & Service
Sacramento Kings
Joan Fitzpatrick
AVP, Sales Productivity
NetSuite
Kirsten Boileau
Director, Digital Marketing
SAP
5. Joan Fitzpatrick
AVP, Sales Productivity
NetSuite
Awareness is the first principle of success that will allow you to
build a healthy and sustainable social selling program.Awareness
7. Executive Sponsorship to drive awareness
Goal:
Get reps to track their
Target Accounts OR
Existing Clients for Triggers
Length:
2 weeks
Incentive:
Personalized LinkedIn
Recommendation from
an Executive Sponsor
Results:
85%+ participation!
President of WW Sales 17 VPs
+
8. Kirsten Boileau
Director, Digital Marketing
SAP
Through consistent education and learning, your sales
professionals will instill a social selling culture into their daily
sales workflow.
Education
10. Education at scale
Graduation
and approval
SAP social selling program
6 week online course
Kick-off / introduction
Training adults
Social branding
Social listening
Social sharing
LinkedIn Sales
Navigator
Social Selling and
InStruct workshop
11.
12. Phil Horn
VP, Ticket Sales & Service
Sacramento Kings
Transforming a sales team into a social selling
organization requires an adoption plan that is thorough
and flexible. Reinforcement through management will
be critical for driving accountability.
Reinforcement
13. Creating a culture of celebration and recognition
Invest in
Talent
Share Wins Use
Gamification