Social Media and the Sales Organization

SMA WebcastResearch Update: Social Media and theSales Organization24 May 2012Presented by

About The Sales Management Association A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. Learn More: www.salesmanagement.org

Take the Research Survey and Get the Full Report Complete the research questionnaire associated with this study, and we’ll send you the full report.

Today’s Presenters

Research Model • Size of the company • Customer activeness in SMSales Manager’s level:• Proficiency in technology• Use/Involvement in SM Social Media Usage in SalesOrganizational level: (High vs. Low)• Org. Commitment to SM• Org. Competency for SM • Size of the sales force • Age of the sales manager

About The Research• 140 participating firms• Target respondents: sales management and sales operations management• Research closes 1 June 2012

Summary Conclusions• LinkedIn is considered the most useful platform for respondents, and drives the most activity.• Only ~ 1/3 of respondents deem social media engagement “significant” by their firms• Respondents believe their own firms’ social media engagement lags that of their important customers.• Future engagement is expected to increase – more than half of responding firms will significantly increase their engagement with LinkedIn, Facebook, and Twitter.• ~2/3 of responding firms do not have a social media strategy for the sales organization.• ~80% believe the sales force would be more productive with a greater social media presence.• Most respondents do not believe the sales force has a solid understanding of how to use social media, and few have had sufficient training.

Adoption: It’s Still Early Which selection below best describes your organizations efforts to use social media in the sales organization?

Engagement

Customer EngagementWhich best describes the engagement of yourorganizations important customers?

Utility

Expected Future ActivityWhich answer best describes how much more, orless, active your organization expects to be one year fromnow with each of the following services?

Bubbles 6.0 4.0 2.9 3.4 5.3

We Have A Social Media Strategy……for my (total) organization … for my sales organization

Sales Force’s Understanding of Social MediaMy sales organization has a I have received sufficientsolid understanding of how training from my organizationto use social media. on using social media.

UpsideMy sales organization wouldbe more productive ourorganization had a greatersocial media presence.

Take the Research Survey and Get the Full Report Complete the research questionnaire associated with this study, and we’ll send you the full report.

http://stayingaliveuk.com	22
http://www.academysalesmarketingmanagement.net	6
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Social Media and the Sales Organization

by The SMA Sales Management Association on Jul 10, 2012

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Social Media and the Sales Organization Presentation Transcript