- November 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI’s, was named Top Sales Article of the Month for October 2014 by Top Sales World. While I’m always honored to win awards for my Blog, this time around I don’t really deserve it. The findings in my November 2013 article were correct based on what I knew in 2013, but based on what I know to be true today, it is no longer accurate. If you’ve been reading my Blog, then you are probably aware of OMG’s big Sales Force Effectiveness Study that we’ve been working on for the past three months. One of the things we studied is the impact of Social Selling. At face value, one might come to the exact same conclusion as we did in 2013, that it’s having limited impact on sales. However, this time we looked wider and deeper and beyond the obvious and we were extremely surprised by what we found. We discovered that
companies are experiencing tremendous sales results with Social Selling, but not because of Social Selling. We found the same thing to be true of Inbound Marketing/Sales. Companies are experiencing tremendous results with Inbound Marketing/Sales but not because of Inbound Marketing/Sales. The report will be released next week and I don’t want to spoil the fun but I will share one snippet.
One of the many differentiators between the companies succeeding with Social Selling and/or Inbound Marketing/Sales, and those that aren’t might surprise you. Companies that are succeeding with Social Selling and/or Inbound have shorter sales cycles, higher win-rates, and significant increases in sales when…
wait for it…scroll down…
…scroll further…
…scroll some more…
…the CEO is involved, committed, and driving best practices throughout the sales organization. Companies are twice as likely to experience this kind of success when the CEO is part of this picture.