HoHoww Soci SociHoHoww Soci Sociaal Selling Hasl Selling Hasaal Selling Hasl Selling Has TTrarann sforsforTTrarannmmsforsforeedd mmSSalealeeedd ssSSalealess SomethiSomnethig tellngs mtelles so mceia sol meciadl imea isdni’at isgoingn’t going anyw ahernywe.her Takee. Taa kleea ap leap of faithof faandith ianndvest in tivestme tiinm seoci ina sl ocilistenial linstenig nowng ntoow develop to develop lasting las stingocia sl ocial selling proselling prowess thweast s thwill pat wayill p divideay dndivides innd thes in futur the future. e. 5. Measure meaningful metrics5. Measure meaningful metrics The ruThebb erru bbmeetser m theeets ro thead rowheadn w youhen ge youner geatener saaleste srevealesn reveue. Nnuote .th Ne ot the numbnerumb of ermeeti of meetings repsngs gotreps. Ngotot .the Not n theum bernum ofber de ofm osde theymos theygave glasavet last month.mo Nnot eveth. Not even hown how many ma timnye sti theymes they diale ddi thealed pho then phoe. ne. So whySo dwohy so d mao sony ma sanyles sorgaleans orgizaantionsizations still m stilleas mureeas aurend report and report these these metricmsetric? In thes? In er thea of er socia ofa socil sellianl sgelli, sanlegs, sleaadleser lesad shoulers sdhoul unbud urdnenbu rthedenm them- - selvesselves of these of these nones nsonesentiasentil numal bersnum bersand satnadrt smtaeart smurieansguri mnega nimnegfaniul ngful metricms,etric my fifth sos, my fifth social sellingcial selling pillar .pillar. mentm inen sto icnia sl oscellingial selling is trick is ytrick. Onye . One I fullyI fuunllyd erusntdanerds tthanadt thmaeta smureeasure tweettw seeetnt dseoesnt nd’oest auton’t maautoticamallyti catrallynsl traatensl intoate oneinto ordeone rorde. If onlyr. If onlyit wer ite were that linethata rline! Hoawr! eveHowr, evea cler, aar clecorrelar caorreltiona htioasn b heenas b shoeenw shon betwnw beteenw socieena socil al selling selling smartssm aanrtsd reven and revenue muetrie mcsetri. cs. Reps Rwepsho whhoave haa vehigher-th a higher-than-averan-aagever aLingek eLdInink esodInci asol scellinial sg elling indexind (SSeIx) c(SSreaI)te cre 4a5te% 4m5ore% m opportuore opportunitiesn perities qu perarter qu aarternd aarend 51 are% 51% morem liorekely li tokely hit to q uhitot aq uasot cao asm pcaoremdp atore thosed to those with wbeloith wb-eloaverw-aagvere age SSI scoresSSI scores. . WhileWhile it can it b cae dniffic be duifficlt toudalt yto toda dyire toc dtlyire mctlyeas mureea thesure im thepa ictm thatpact socithata socil al sellingselling has onha sthe on btheottom bottom line, liyoneu, cyoanu stcanart stbay rtm beyasu mringeasu thesering these key key indicaintordicsa of torsso of ciasl ocacipital caal:pital: 1. SSI1. SSI LinkeLdIinnk’se dIsonc’sia sol sellingcial selling inde xin rdanexk sr ana kssa lespersoa salesperson’s proficienn’s proficiency on cy on thesethe fourse sfourocia sl osellingcial selling elem eleentsm: entscrea:te cre aa profeste a professionaslio bnaranl d,br afinnd,d thfine d the right rightpeopl people, enge,a egeng wageith winithsight insights, ands, banduild b stronguild strong relation relastionhipss. hipsEach . Each is assiignes assdigne a vdalue a v froaluem fro1–m25, 1– and25, theand four the nfourumb nersumb areers tot areale totd forale da n for an overaoverll SSaI ll scorSSIe s. Againcore. Again, track, tr fluacckt uaflutioctuanstio overns overtime .time. 2. Size and quality of network2. Size and quality of network BiggerBigger is usua is llyus uabettelly br,ette butr n, botut a nlwota yas.lw Quayalitys. Qu ofality co noft accotsn tshoactsu shold alsuldo also be consibe cdonsieredd.ered For .in Forstan incset,an hocew, homanw yman director-levely director-level cont accontts dacoetss da oes a 9797 9797
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