How top teams win in todays dynamic social selling environment
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Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling: --Creating a professional brand --Finding the right people --Engaging with insights --Building strong relationships Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.
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How top teams win in todays dynamic social selling environment
- 2. How Top Teams Win in Today’s Dynamic Social Selling Environment Dana Feldman Head of SMB Sales Solutions, ANZ LinkedIn Tim Mullen Senior Strategy Manager, Business & Private Banking Commonwealth Bank Dan Lurie Insights Manager, Sales Solutions LinkedIn
- 3. Which attendees have adopted social selling the most? 5 Stefano Masiello Marketing Director ANZ, NGA Human Resources 84 4 Tim Mullen Senior Strategy Manager, Commonwealth Bank 86 2 Mark Clough Director, BBC Digitial 88 3 Paul Weingarth Head of Sales – Australia, PayPal 86 1 Nicholas Flood Market Segment Manager at IBM 90
- 4. Transforming into a social selling organization Implement a program Measure the right metrics Track & Manage to drive change
- 12. Laggards 1000 Leaders The Social Selling Index (SSI) measures how well your team has embraced social selling
- 13. We identified activities that are predictive of rep success More predictive activities Connection requests Engagements (rec.) Internal connections VP + connections Connections People searches Inbound profile views Endorsements (rec.) Engagements (given) Advanced searches Profile length Shares Groups followed Profile completeness PV Rich content on profile Prospecting PV InMails sent Companies followed
- 14. SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45%more opportunities 51%more likely to hit quota So that SSI is predictive of sales success
- 15. Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index Create a professional brand Find the right people Engage with insights Build strong relationships Social Selling Index (SSI)
- 16. Create a professional brand Find the right people Engage with insights Build strong relationships 17.5 9.7 5.0 18.9 Social Selling Index 51.1 Social Selling Index measures adoption of LinkedIn social selling practices on a 0-100 scale Performance on four key dimensions, each worth 25 points CBA Sales Navigator Users SSI measures your performance across the four pillars of social selling
- 18. 23 22 16 2586
- 22. Purpose Strategy
- 32. Track & Manage to drive change
- 33. As they adopted social selling, Tim’s team saw a dramatic increase in their Social Selling Index Tim's team ANZ FINS + 79% 28.5 51.1
- 34. It’s hard to transform an entire organization - Tim’s team has some who are just starting to adopt social selling Distribution of SSI of Tim’s team 0 10 20 30 40 50 60 70 80 90 100 SSI Tim’s Team avg
- 35. But Tim’s team is far ahead of most sales professionals Distribution of SSI of all sales professionals 0 10 20 30 40 50 60 70 80 90 100 SSI World avg Tim’s Team avg
- 36. Sales Connect attendees have adopted social selling similarly to Tim’s team Distribution of SSI of Sales Connect attendees 0 10 20 30 40 50 60 70 80 90 100 SSI Room avg World avg
- 37. 3/1/2014 1/1/2014 +48% +36% For CommBank, the largest increases were in creating a professional brand and building relationships Create a professional brand Find the right people Engage with insights Build strong relationships +75% +14%
- 38. Create a professional brand Find the right people Engage with insights Build strong relationships
- 39. Target Connectivity Competition Change Relationship Flows
- 40. SENIORITY: CXO COUNTRY: Australia Target TARGET BUYER SIZE OF COMPANY: Mid-Market (200 – 1000 employees)
- 41. SENIORITY: CXO COUNTRY: Australia SIZE OF COMPANY: Mid-Market (200 – 1000 employees) Target
- 42. 25% 30% 26% 21% 17% Industry #1 Industry #2 Industry #3 Industry #4 Industry #5 Connectivity How Connected Are We to Key Industries?
- 43. 21% 22% 22% 18% 15% Competition Competitors How Do we Compare to our Competitors? Industry #1 Industry #2 Industry #3 Industry #4 Industry #5 25% 30% 26% 21% 17%
- 44. +7% +8% +8% +11% +11% +5% +15% +13% +24% +15% Competitors Change Industry #1 Industry #2 Industry #3 Industry #4 Industry #5 Are We Gaining or Losing Ground?
- 46. If you can’t measure it, you can’t manage it. - Peter Drucker
- 47. It’s time to start running