Last update:
Most recently, one of our clients conducted a small internal survey 3 months after training its salespeople at Social Selling on LinkedIn.
What do commercials think of LinkedIn after their rise in competence?
- 80% of salespeople say they are "very comfortable" on LinkedIn: LinkedIn has therefore returned for good in their working habits.
- More than half of the commercials believe that LinkedIn is "Today an indispensable tool in their daily work ". In short, what used to be a "side-by-side", a "potentially useful gadget on occasion" – and even for two or three, an "an idiotic thing that serves nothing and will necessarily be super time-consuming" – is now seen as an important tool like emails. This is a step – and even a course – not negligible!!
- They saw all the possibilities of the tool, they understand the power of it. In particular, at the level of the search engine, the possibility of "crapping the shell" of the potential customer on LinkedIn before switching to the traditional commercial approach.
- They understood that we are all now community managers (CM) ; and first and foremost the commercials. They are generally OK to be ambassadors of their company on the social network.
What challenges do salesmen face on LinkedIn?
- 71.5 per cent: “Having at least one telephone contact following interactions on LinkedIn”
- 71.3 per cent: “Increase the number of their subscribers significantly and pass the fatid bar of 500” :
- 57%: “Have regular interactions (at least every week) with your network potentially business generator”
- 35.7 per cent : “Have at least one physical appointment following interactions on LinkedIn”
- for 14.4%: “Have had... The Holy Grail: a sale!”
What is of interest to commercials (in order of importance)?
- “Find and enter contact with the right interlocutor(s)" (by an overwhelming majority)
- “Making appointments clients and prospects«
- “Avoid filters (secretary, welcome) Telephone«
- “Observe what clients do«
- “Observe what competitors do«
...In the end, what conclusion can be drawn from all of these answers?
Probably a course has been taken. It's a fact, the salesmen started it..
And they got there with the good understanding of the tool; especially with the idea that the purpose of Social Selling is certainly not to stay in the Digital, that Digital for Digital is just stupid. No, the goal of Digital is to make real.
And so, perso, all this makes me very happy. 🙂 After the next episode!