When managing a sales team, it’s understandable that you might push your team to be aggressive when it’s time to get the word out about offers and promotions. After all, you have sales quotas and performance goals to meet. But being an overzealous manager can have negative effects on your team and your customers. You don’t want to diminish team morale by only focusing on the numbers and not the people. And you don’t want to scare customers away with an in-your-face selling approach.
So how do you juggle being a supportive and motivational manager with being an effective and high-performing sales generator? By leveraging social media as part of your selling method and getting the rest of your team to get on social as well. Utilizing social media can turn a salesperson into a brand advocate, allowing you to up your sales game while connecting with customers on a whole new level.
So, why should your sales team get on social? Let’s take a look at the facts…
* According to Jim Keenan at Forbes, 78% of salespeople using social media outsell their peers
* A study conducted by A Sales Guy Consulting called “Social Media and Sales Quota,” showed more than half of the 500 salespeople evaluated thought of social media as essential for sales
* In the aforementioned study, 30.3% said 2-5 deals came from social media
* Again, in the same study, 10% of those surveyed said they closed more than 5 deals thanks to their activity on social networks
* According to a 2013 study conducted by Social Media Examiner, 43% of businesses surveyed saw social media playing a direct role in improving sales performance
Every good salesperson knows how to schmooze and make connections with potential customers. But limiting your team to just cold calling and networking events is a recipe for disaster, especially when social networks like Twitter, Facebook, and LinkedIn give salespeople direct access to a huge untapped market. Not only is there unlimited potential for new customer acquisition, there’s also a significant increase in the opportunity for referrals. See, social media is just another sales channel, albeit a hugely important one.
Social Media is Your Social Selling Opportunity
With social media, you can accomplish things that aren’t otherwise possible in sales. Thanks to 24/7 access to your customers, you can dramatically increase the rate of lead generation and customer acquisition. There will no longer be a need for purchasing costly lists since you can create them organically yourself. You can generate new leads and drive sales around the clock. And better yet, many of your social selling efforts will create inbound leads-that means the customer comes to you rather than the other way around.
So where does of all of this leave sales managers? Well, as someone who wants to increase the performance of everyone on your team, expand your company’s reach, and keep potential customers in-the-know about your products and promotions, getting social with your selling is the next logical step. So how do you start getting your team connected on social media?
Getting Started With Selling via Social Media
Your sales team can connect with customers on social networks by offering an authentic persona people can identify with. But they can also make sure potential customers stay up-to-date on what you’re offering by pushing promotions and sales offers directly to them. Here are a few ways you can encourage social selling in your workplace:
* Encourage your team to post coupons and special offers to drive new sales and bring in new customers.
* Give regional managers the authority to share promotional offers with their teams to be distributed across all social networks.
* Drive friendly competition by implementing a leaderboard that gives sales reps recognition and perks for fostering the most customer engagement, closing the most sales, and reaching out to the most leads.
* Ask your team to share company news, including updates and new products, to keep current and potential customers in the loop. This effectively bypasses traditional media in a lot of ways by going directly to where your customers live.
Keeping track of a complex social selling strategy can feel overwhelming to business owners and managers but it doesn’t have to be. Using a tool like Dynamic Signal’s Employee Advocacy Platform makes it simple to encourage, reward, and track the use of social sites for driving leads, sales, and customer acquisition. All that’s left for you to do is to get your sales team going on social media.