From the course: Social Selling Benchmarks and Scorecard

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Overcoming challenges of measurement

Overcoming challenges of measurement

From the course: Social Selling Benchmarks and Scorecard

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Overcoming challenges of measurement

- According to a LinkedIn survey, 90% of the top performing sales reps use social selling to engage with prospects and drive sales, and today, 82% of all prospects of modern companies can be reached through a social media connection. So, most salespeople see the advantage of social selling, and they know it works, but their boss and their boss's boss want metrics. They want hard numbers that capture the ROI of social selling at the individual level but also at the company level. The problem is, sometimes it's hard to show a clear investment return because the hard metrics are difficult to obtain when you're having a conversation with a prospect. For example, if Tony Robbins were engaging with a prospect on social media, you can bet you're going to feel like you need the product he's selling. Conversely, using that same language, the average presenter probably won't have as big of an impact, so we need to put in a social selling performance monitoring system that is effective but…

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