Social Selling and Sales Quota    The Impact of Social media on Sales and Corporate Revenue@barbaragiamanco @salessmarts  ...
About Barb                            Barbara Giamanco is the co-author of The New                            Handshake: S...
Social Selling is the process of using social media to network, prospect,research, engage, collaborate, teach  and close a...
Today’s buyer begins the buying process without the          involvement of sales 60%-80% of the time.Cold calling and spa...
This begs the question, is social mediaan effective selling tool to reach today’s  new, more educated, informed, busy     ...
Our goal was to answer this question and more!Survey conducted in the Fall of 2012 by Social Centered Selling and A Sales ...
Over 41% of                                                            respondents                                        ...
Today’s savvy seller                                                             recognizes that a                        ...
Does Using Social Media Drive Revenue?In 2012, 72.6% of sales people using socialmedia as part of their sales processoutpe...
Assume you have 50sales people on yourteam and theaverage deal size is$50,000.If every salespersonon the team closedone ad...
What About Training?                                                             Almost 75% of the                        ...
ABSOLUTELY!©2013 Social Centered Selling and A Sales Guy Consulting
Full Survey Report Available Now! http://scs-connect.com/social-media-does-impact-revenue  ©2013 Social Centered Selling a...
Let’s Stay ConnectedBarbara Giamanco, President and Social Selling AdvisorContact me at (404) 647-4925Social Centered Sell...
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Social Selling and Sales Quota

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Our “Social Media and Sales Quota” survey report is packed with great highlights about how sales people use social media to sell.

You will discover that 78.3% of our survey respondents do use social media in their selling process and that 72.6% of sales people using social media outperformed their sales peers in 2012!

Here are just a few of our key findings…

Quota attainment and sales performance. In 2012, 72.6% of sales people using social media as part of their sales process outperformed their sales peers and exceeded quota 23% more often.
There is a direct correlation between closed deals and social media usage. Sales leaders want to know where the Return-on-Investment (ROI) is if their sales people spend time on social media sites. 54% of our survey respondents have tracked their social media usage back to closed deals.
The time investment in using social media to sell. A common concern among sales leaders is that their sales people will spend more time on social media sites then they will actually spend selling. It turns out that their concern is unwarranted. 50.1% of sales people told us that their time spent using social media ranged from less than 5% to up to 10%.

And so much more...

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Transcript of "Social Selling and Sales Quota"

  1. 1. Social Selling and Sales Quota The Impact of Social media on Sales and Corporate Revenue@barbaragiamanco @salessmarts #socialselling
  2. 2. About Barb Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media and author of Tweet Me, Friend Me, Make Me Buy published in the July 2012 edition of the Harvard Business Review. Known as a Social Selling Rainmaker, she is an experienced sales and social media advisor, speaker and coach. Barb was recognized again in 2012 by InsideView as one of the Top 25 Influential Leaders in Sales. Recently, she was named one of the Top 25 Sales Influencers on Twitter by Radius Intelligence. She has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams and coached executives. Throughout her sales career, Barb has sold $1B in products and services. ©2013 Social Centered Selling and A Sales Guy Consulting
  3. 3. Social Selling is the process of using social media to network, prospect,research, engage, collaborate, teach and close all with the purpose of attaining quota and increasing revenue.
  4. 4. Today’s buyer begins the buying process without the involvement of sales 60%-80% of the time.Cold calling and spam emails have diminished in effectiveness, with some 92% of buyers say that they merely “hit delete” when the email or call comes from someone that they do not know. ©2013 Social Centered Selling and A Sales Guy Consulting
  5. 5. This begs the question, is social mediaan effective selling tool to reach today’s new, more educated, informed, busy buyer?
  6. 6. Our goal was to answer this question and more!Survey conducted in the Fall of 2012 by Social Centered Selling and A Sales Guy Consulting.
  7. 7. Over 41% of respondents have an annual quota of $500K to $5M.©2013 Social Centered Selling and A Sales Guy Consulting
  8. 8. Today’s savvy seller recognizes that a better-informed and more connected customer controls the buying process.©2013 Social Centered Selling and A Sales Guy Consulting
  9. 9. Does Using Social Media Drive Revenue?In 2012, 72.6% of sales people using socialmedia as part of their sales processoutperformed their sales peers andexceeded quota 23% more often.54% of our survey respondents havetracked their social media usage back toclosed deals.Of them, 40% have closed more than onedeal (2-5) and another 10.8% have closedmore than 5 deals using social media! ©2013 Social Centered Selling and A Sales Guy Consulting
  10. 10. Assume you have 50sales people on yourteam and theaverage deal size is$50,000.If every salespersonon the team closedone additional deal, The investment in usingyou would see an social media to sell is worthincrease of $2.5M it!in revenuegenerated!
  11. 11. What About Training? Almost 75% of the sales people surveyed told us that they received no training on how to use social media at all. That’s a problem! ©2013 Social Centered Selling and A Sales Guy Consulting
  12. 12. ABSOLUTELY!©2013 Social Centered Selling and A Sales Guy Consulting
  13. 13. Full Survey Report Available Now! http://scs-connect.com/social-media-does-impact-revenue ©2013 Social Centered Selling and A Sales Guy Consulting
  14. 14. Let’s Stay ConnectedBarbara Giamanco, President and Social Selling AdvisorContact me at (404) 647-4925Social Centered Selling LLC3522 Ashford Dunwoody Rd NE #413Atlanta, GA 30319www.linkedin.com/in/barbaragiamancowww.twitter.com/barbaragiamanco www.facebook.com/SocialCenteredSellingwww.twitter.com/salessmarts Join us on Facebook ©2013 Barbara Giamanco All Rights Reserved ©2013 Social Centered Selling

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