10 Questions for Managing a Social Selling Team
Social selling has grown as smart sales people learned how to leverage their online networks to promote sales. However, this “bottom-up” approach is not sustainable. Without standards, training, and management – your company’s brand and sales process is whatever each individual sales rep decides it is. That is why I did a webinar demonstrating 10 ways for sales managers to actually manage social selling. Here they are:
1. Do all your sales reps have a LinkedIn account?
2. Do they all have a business appropriate head shot as their LinkedIn photo?
3. Do they have a LinkedIn headline that attracts buyers with customer-oriented benefits? Their title is not good enough.
4. How many LinkedIn Connections does each sales rep have? 400 is the recommended minimum for a full-time B2B Sales hunter responsible for generating most of their own leads.
5. Are all your sales reps connected to you on LinkedIn? How else can they leverage your connections built over the years?
6. How many Groups does each sales rep belong to? Are they the right ones?
7. Do an audit search of their Connections for ideal prospects. Searching a Connection’s Connections is a new feature LinkedIn released this year.
8. Are they regularly posting valuable information to their network (check it using LinkedIn Signal as a filter)
9. If your sales team uses the premium Sales Navigator version of LinkedIn, are you using the new management reports to monitor Views, Searches, and InMails sent?
10. Are your sales reps getting more appointments from social selling? Include social apps as lead sources in your CRM to track lead counts and sales conversion ratios.
Want to see these in action? Watch a recording of the webinar “Managing a Social Selling Team – 10 Tips for Sales Managers”.