Even if you have a robust benchmark system in place, you must analyze the results to uncover what activities are working and which are not. Learn why data scientists and not salespeople are best suited for this important step.
- I remember my first social selling initiative … that I rolled out at my company in 2014. … We launched with a lot of enthusiasm … because we love social media … and we love to measure the impact … we were having on our new prospects. … It was our key differentiator, we thought, … and we're going to wipe out the competition. … But we failed. … We failed because social selling without analysis … is like playing football without reviewing … and learning from the game footage. … Sure, we were measuring what we were doing, … but we never took the time to investigate … what was going well and what wasn't, … and, as importantly, hidden opportunities. … You may have run into the same situation, … so you'll want to combat that. … How? … By analyzing your data relative to your objectives. … You can either hire a data scientist … or dive into the data yourself. … We decided to go with a data scientist. … Since our objectives were to increase sales appointments, … first, he examined our data and created a full report …
- Benefits of social selling
- Optimizing social selling by creating specific goals
- Building relationships with customers
- Setting up sales benchmarks and sales scorecards
- Measuring the right KPIs
- Reporting on ROI