Table of Contents

• Hire one ‘A’ player• Teach new prospecting techniques • Get Super Clear on Accountabilities• Utilize Technology• Training on defining the problem

Social Selling Steps

Hire one ‘A’ Players

Hire a New A player that will push the rest of your team to evolve. To do so, you have to measure the right competencies. These are forward looking competencies. Not things like industry experience or past results.

Teach New Prospecting Techniques

Social Prospecting – a modern prospecting methodology that allows sales to own their lead generation efforts

Social Selling Steps

Get Super Clear on Accountabilities

Role Clarity – use the RACI diagram to define process and task clarity by role. Then drill down and define what it means to be an R, A, C, I on a day to day basis

Utilize Technology

Technology Utilization Ideas:• CRM – integrated dashboard, build processes and tools into CRM, use

CRM for forecasting and deal reviews

• Mobile apps – utilized mobile apps to minimize office administrative time

• Mobile voice technology – real time translation of voice memos to CRM notes. Improve selling time

• Marketing Automation – use this to track leads and give your sales reps visibility to what buyer activity on your website

• LinkedIn – this is your relationship management database. Have reps focus their stakeholder mapping and prospecting efforts here

Training on defining the ProblemWhat does it mean to define the problem in an insightful way?• You bring value to the customer by illustrating the problem in a different

way that helps solve their business problem. This is incredibly valuable and can build a collaborative relationship between the rep and customer.

This is one of the most underrated skills a sales person must possess. Why?• Most sales leaders focus their coaching time in the later stages of the sales

process.

How to train on it• Role play the initial sales calls. Force the rep to get a granular

understanding of the problem and all the root causes. Avoid jumping to symptoms that the buyer brings to you. Attempt to link a monetary value to the problem to drive urgency.