Que faire si votre équipe de vente a besoin d’améliorer ses compétences en matière de vente sociale ?

Além do SSI do LinkedIn, que foca mais na atividade e em responder à pergunta: "o que o vendedor está fazendo?", há outras métricas importantes para avaliar: Taxa de Conversão e Qualidade das Conversas que evoluem em leads, clientes e negócios no CRM.

Don't expect LinkedIn Social Selling Index to be 100 points out of 100. Nobody has that. 60 points that's a realistic target. This way, you will have better score than 99% of your competition.

Improving social selling skills can significantly enhance a sales team's performance in today's digitally driven marketplace. Here's a structured approach to assess their current performance and identify areas for improvement: Social Media Presence: Evaluate the sales team's individual and collective presence on social media platforms relevant to your industry. Consider factors such as profile completeness, frequency of posting, engagement with prospects, and consistency in messaging. Content Quality: Assess the quality and relevance of the content shared by the sales team on their social media profiles. Evaluate whether the content adds value to the target audience, demonstrates industry expertise, and aligns with the company's brand.

Para mejorar las habilidades de venta social de tu equipo de ventas, es crucial optimizar sus perfiles y contenidos en plataformas como LinkedIn. Aquí te explico cómo abordar este paso: Perfil Completo y Profesional: Asegúrate de que los perfiles de tus vendedores estén completos y reflejen profesionalismo. Destaca sus habilidades, experiencia y logros de manera clara y concisa. Además, es importante que añadan un toque personal que los haga más cercanos y auténticos. Contenido Relevante y Atractivo: Ayuda a tu equipo a crear y compartir contenido que sea valioso para su audiencia.

O caminho é desenvolver as habilidades e melhores práticas em treinamentos como workshops e cursos online. Tais técnicas ajudarão no engajamento e construção de relacionamento com o cliente/lead em canais de prospecção como o Linkedin, por exemplo. Além disso, definir metas claras para ajudar a equipe a focar esforços e medir seu progresso. Realizar feedback regularmente. Fornecer ferramentas e recursos necessários para o sucesso nas vendas. Incentivar, reconhecer e recompensar a equipe. E paralelo a tudo isso, sempre monitorar e fazer ajustes quando necessário.

Não cometa esse erro. Antes de definir uma meta: conheça os seus números. Por exemplo, a cada 100 conexões, quantos te respondem? Quantos avançam em próximos passos? Quantos se tornam conexões legítimas que pode te apoiar no futuro?

When defining goals and objectives for improving social selling skills within a sales team, it's essential to align them with broader business objectives and ensure they are specific, measurable, achievable, relevant, and time-bound (SMART). Here's a breakdown of potential goals and objectives: Increase Lead Generation: Generate a specific number or percentage increase in leads sourced through social media channels within a defined timeframe. For example, aim to increase social media-generated leads by 20% within the next quarter. Improve Engagement Metrics: Enhance engagement metrics such as likes, shares, comments, and click-through rates on social media posts. Set targets for each metric, such as achieving a 10% increase in engagement.

Having goals that align with their objectives (quotas) cannot be underestimated. By ensuring your goals align with your social selling activity, you stay motivated because you are *actually* seeing results. Be intentional with your time on social platforms, like LinkedIn, and ensure you're not just scrolling through the newsfeed, because that doesn't lead to sales.

Start with clear goals for improving social selling skills in your team, including specific targets for LinkedIn SSI scores. Establish measurable metrics to track progress and success, increased engagement rates, higher conversion rates, and improved SSI scores. Align these goals with broader sales objectives and priorities to ensure they contribute to overall business growth. Communicate these goals effectively to the sales team and provide guidance on how to achieve them. Break down larger objectives into smaller, actionable steps to make progress more manageable and encourage accountability. By defining clear goals and objectives, you provide your sales team with a clear direction and purpose, motivating them to actively improve.

When seeking lead tracking services for technical sales, define goals: prioritize efficient lead management, seamless integration, customization options, robust analytics, mobile accessibility, and scalability. These factors ensure optimal performance and alignment with your sales objectives.

Playbooks, guidelines and eLearning is great but sales enablement know that a blended learning approach is what makes behaviour change stick. Right training, at the right time, in the right format and targeted at the right people.

People don't change their habits and routines because they attended a training workshop. You need to coach them, hold them accountable and help them track their progress. Only with feedback and support will they truly reach a state of competency and consistency that delivers tangible, predictable results.

Conteúdo gratuito ajuda com conhecimento, mas não resolve 100% dos seus desafios. Os vendedores tradicionais não estão acostumados com a dinâmica das redes sociais pois não foram educados para isto. Eles precisam de orientação e feedback que somente um treinador experiente que atua com diversos clientes pode fornecer. Você não pode se tornar um especialista em social selling da noite para o dia, conte com um profissional.

Improving social selling skills requires a combination of training, resources, and practical application. Here's a comprehensive plan to provide your sales team with the necessary support: Social Selling Training Workshops: Organize interactive workshops led by social selling experts or trainers. These workshops should cover topics such as optimizing social media profiles, creating compelling content, engaging with prospects, leveraging social selling tools, and measuring performance. Online Courses and Certifications: Enroll the sales team in online courses and certifications focused on social selling. Platforms like LinkedIn Learning, HubSpot Academy, and Coursera offer courses specifically designed to enhance social selling skills.

La capacitación constante de nuestros equipos de trabajo no debería ponerse en duda. Veo a muchos empresarios cuestionarse en el sentido de si capacitar o no a sus equipos en ciertas habilidades porque luego se van de la empresa. Te aseguro que será todo lo contrario, ¿quién no quiere estar en una empresa que se ocupa de fortalecernos y permitirnos desarrollar nuevas habilidades? Invertir en capacitación e incluso poner en práctica ejercicios como role play entre los equipos, puede resultar una manera interesante de encontrar puntos de mejora.

Your LinkedIn profile is like your professional dating profile. Just as you are viewing other peoples profiles, they are looking at yours. Ask yourself: Would you want to work with you? Would you refer you? Make sure it is up to date, it represents your values and your companies values accordingly. It's the foundation that must occur before you do anything else in social selling. You should be proud of your profile!

O grande desafio em "social selling" é habilitar vendedores "offline" a utilizarem o digital com intencionalidade e assertividade. O perfil pessoal destes profissionais acaba se tornando a "landing page" de potenciais leads interessados nas soluções oferecidas. Além disto, o conteúdo produzido por estes profissionais deve endereçar as principais dores e necessidades do público-alvo (com o objetivo de converter seguidores em potenciais compradores). Algumas dicas para acelerar o resultado nestas frentes: - Invista energia na construção de uma headline que deixe claro qual problema você utilize; - Utilize palavras-chave que facilitem a sua encontrabilidade na headline, no campo de destaque/sobre e experiências.

Optimizing sales team profiles and content on social media is crucial for effective social selling. Here's a guide to help optimize profiles and content: 1. Profile Optimization: Professional Headshot: Ensure each sales team member has a professional headshot as their profile picture to create a positive first impression. Compelling Headline: Craft a compelling headline that highlights the sales rep's expertise, value proposition, and industry focus. Content Optimization: Value-Driven Content: Share content that provides value to the target audience, such as industry insights, tips, case studies, and thought leadership articles. Visual Content: Incorporate visual content like images, infographics, and videos to increase engagement.

Nachdem die Ziele, die Strategien und die Kommunikation intern feststehen, sollte die Positionierung an erster Stelle erarbeitet werden. Ohne eine starke Positionierung mit USP, ist es schwierig, dass man aus der Masse heraussticht. Erst wenn die Klarheit, die Message da ist, sollten die Profile des Vertriebsteams optimiert werden. Am besten SEO-optimiert.

Os perfis dos vendedores é a base da estratégia de social selling, eles não podem parecer que querem um emprego, mas sim que resolvem um problema dos melhores clientes. Conteúdo é sempre um desafio pois vendedores são treinados para vender e não produzir conteúdo, se não seriam profissionais de marketing. Forneça conteúdo de valor dedicado para vendas e dê orientações para eles sobre o que podem ou não dizer sobre os produtos/empresa.

Se você não tem uma abordagem de vendas definida que sempre que conecta com um cliente ideal gera retorno, você não tem nada! Tudo a partir daqui é teste e teste não garante resultado positivo, valide antes de ensinar a sua equipe e defina abordagens comprovadas para o sucesso da sua operação.

Improving social selling skills requires effective connection and communication strategies. Here's how to coach your sales team on connecting and communicating with prospects on social media: Personalize Connection Requests: Encourage sales reps to personalize connection requests by mentioning a common interest, mutual connection, or relevant industry event. Highlight how connecting can benefit the prospect, such as sharing valuable insights, networking opportunities, or access to exclusive content. Research and Tailor Messaging: Coach sales reps to research prospects before initiating communication to understand their interests, pain points, and needs. Tailor messaging to resonate with the prospect's challenges.

Emphasize the importance of building genuine relationships and fostering trust through authentic interactions. Teach them how to research and identify prospects' needs, tailor their messaging accordingly, and engage in meaningful conversation. Provide guidance on best practices for initiating and maintaining connections, like personalized messages, active listening, and timely responses. Encourage team members to leverage social listening tools to monitor conversations and identify opportunities. Role-play scenarios to simulate real-life interactions and provide constructive feedback on their communication skills. By coaching them on how to connect and communicate effectively, your sales team can build stronger relationships with prospects.

Coaching on effective connection and communication is essential for lead tracking success. Emphasize personalized outreach, active listening, and clear value proposition communication. Train on utilizing multiple communication channels to engage prospects at various stages of the sales process, enhancing conversion rates.

Provide personalized coaching on effective connection and communication strategies. From initiating meaningful conversations to nurturing relationships, we empower your team to build trust and rapport with prospects. Let's elevate their social selling game to foster authentic connections and drive results! 🤝 #SocialSellingCoaching #AuthenticConnections #DriveResults 📈

Reviewing and rewarding results is essential for motivating and incentivizing sales teams in lead tracking efforts. Regularly analyze performance metrics such as lead conversion rates, deal closures, and revenue generated. Recognize and celebrate individual and team achievements, highlighting success stories and best practices. Provide constructive feedback and coaching to address areas for improvement and enhance performance. Implement reward programs, such as bonuses, incentives, or recognition awards, to acknowledge outstanding contributions and motivate continued success.

We conduct regular reviews to track progress and celebrate achievements. By recognizing and rewarding their social selling successes, we inspire continuous improvement and motivation within the team. Let's drive performance and celebrate victories together! 🏆 #SocialSellingSuccess #RecognitionMatters #MotivateToElevate 🌟

Regularly review your sales team's social selling performance and reward them for their achievements. Use metrics like engagement rates, conversion rates, and LinkedIn Social Selling Index scores to assess performance. Try to recognize and celebrate individual and team successes, highlighting improvements and contributions. Consider implementing incentive programs to motivate continued improvement. By reviewing and rewarding their results, you reinforce the importance of social selling skills and inspire your team to excel in this area.

A estruturação de campanhas é uma ótima prática para garantir que o aprendizado seja contínuo e que as principais e melhores ações sejam compartilhadas pela equipe. Uma das melhores formas de incentivas o "upskilling" em social selling é utilizar o PDI (Plano de Desenvolvimento Individual) como ferramenta de suporte ao desenvolvimento do profissional. Além disso, celebrar as conquistas nas reuniões de resultados é algo que pode inspirar os demais a buscarem a melhoria contínua.

Make their social selling as easy and efficient as possible. Save them from wasting time so they can focus on building those skills (and relationships!). A few best practices from 10+ years of enterprise social selling: 1. Make the content easy to access and share. Give them a tool that allows them to find the right content, customize the social comment easily (AI-support!), and share or schedule it easily. Tools also support building social selling habits quickly. 2. Make sure they have the right content, that resonates with their audience and drives engagement. 3. Analyze their social selling results for them (what content performs well and why? who is engaging?) 4. Make it fun with gamification. Anyone learns better when it's fun.

In addition to outlined steps, prioritize creating a culture of continuous learning within your sales team. Encourage collaboration, provide ongoing training tailored to individual needs, and stay updated on social selling trends. Empower experimentation and innovation to refine techniques. By emphasizing continuous improvement, you equip your team with skills to excel in social selling and drive business growth.

A melhor forma de garantir o desenvolvimento da equipe em "social selling" é à partir da liderança pelo exemplo. A liderança precisa incentivar o time FAZENDO. Ainda mais em uma época que os influenciadores corporativos ganham destaque na estratégia de aquisição e geração de demanda das empresas. Viva aquilo que você cobra da sua equipe!