Social selling: which performance indicators should you track? 👍

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You frame a sales force, a team of salesmen, salesmen, and you plan to implement digital practices in it Social Selling to strengthen the customer link, to develop sales (up and cross selling) among existing customers, to make customer conquest.

And quite legitimately, You're wondering:

• What's your team's status?, what is the state of play today?
• Do your salesmen already have Social Selling habits ?
• Which of them is active ?
• And who are able to generate business very concrete via this Digital channel?

Here are 4 essential performance levers:

• Visibility : Who has a complete and efficient profile on Linkedin...? Who integrates corporate elements (links, keywords, media...)? Is it okay to be in ambassador's posture?
• Activity : Who regularly connects, possibly since the LinkedIn mobile app, who publishes content? And on this population, what is the proportion of customer-oriented content (see purchasing route)?
• Interaction : Who dares to interact Vs the activity of third parties? And on this interaction what is the % interaction with really targeted contacts, such as prospects, customers, business influencers?
• Transformation : Who, following this activity, at this interaction, managed to "transform the test", i.e. to move from the field of "weak signals" (likes, comments, profile visits, private messages...) to the field of concrete commercial actions (telephone call); then managed to obtain an appointment, then an order. What are the ratios from one stage to another?

Looking for a SIMPLE method?

Here's a SIMPLE matrix who will do the job, because it measures objective facts (what you see from the profile or activity of the salesman, the type of answer he gives to targeted questions)

Three types of salesmen/sellers are identified: 

1. The "Liabilities" : Don't do anything on LinkedIn. For them this network allows very basic to have his resume on the Web... and it stops there. Can we move them forward? Luckily yes, but there is a big job of "selling ideas" to do = Working the WHY
2. The "Actives" : Use LinkedIn regularly, start looking to make it a channel of customer relationship, commercial development...
3. "Champions" : Use LinkedIn on a daily basis, already have habits / reflexes of Social Selling, and SURTOUT are starting to get results (new customers, additional sales, more prospects, etc.) ... definitely still have a margin of progress. In any case you have to rely on them to advance others, already inspire them, make them want them, prove that it works!

For information, for comparison, here is what I could observe on average in French SMEs.

• Liabilities: 40 to 50% of salesmen/sellers
• Assets: 35 to 40% of salesmen/sellers
• Champions: 10 to 15% of salesmen/sellers

Generally speaking, the larger the company, and the more techno it is, the higher the proportion of Assets/Champions.

Need for training in this area: Appointment on https://www.elorezo.fr/formation-reseaux-sociaux-linkedin 😉