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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 sa...
Take the Research Survey and Get the Full Report      Complete the research questionnaire associated with this      study,...
Today’s Presenters
Research Model                              • Size of the company                              • Customer activeness in SM...
About The Research• 140 participating firms• Target respondents: sales management and sales operations management• Researc...
Summary Conclusions• LinkedIn is considered the most useful platform for respondents, and  drives the most activity.• Only...
Adoption: It’s Still Early                             Which selection below best                             describes yo...
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...
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...
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,...
Social Media and the Sales Organization
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Social Media and the Sales Organization

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Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations.
This Sales Management Association Research highlights preliminary results from SMA's recent research initiative on Social Media and the Sales Organization. It captures current practices, trends, and emerging issues related to the sales organization's use of social media.

- Specific topics include:
Social media's adoption rates by sales organizations
ROI related issues for sales organizations' social media use
- Key implementation issues for social media adoption
Sales organizations' future social media investment expectations

Published in: Business, Education

Social Media and the Sales Organization

  1. 1. SMA WebcastResearch Update: Social Media and theSales Organization24 May 2012Presented by
  2. 2. 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
  3. 3. 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.
  4. 4. Today’s Presenters
  5. 5. 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
  6. 6. About The Research• 140 participating firms• Target respondents: sales management and sales operations management• Research closes 1 June 2012
  7. 7. 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.
  8. 8. Adoption: It’s Still Early Which selection below best describes your organizations efforts to use social media in the sales organization?
  9. 9. Engagement
  10. 10. Customer EngagementWhich best describes the engagement of yourorganizations important customers?
  11. 11. Utility
  12. 12. 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?
  13. 13. Bubbles 6.0 4.0 2.9 3.4 5.3
  14. 14. We Have A Social Media Strategy……for my (total) organization … for my sales organization
  15. 15. 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.
  16. 16. UpsideMy sales organization wouldbe more productive ourorganization had a greatersocial media presence.
  17. 17. 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.

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