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The Social Selling Incubator

By Sander Biehn | Nov 13, 2015

When we talk to executives about their sales teams, it’s the same story: frustration. Exes feel their sales organizations are perpetually underperforming. If they could do without sales, these exes would not hesitate to eliminate them altogether.

Maybe you feel the same way?

Is it really surprising executives feel this way? With ever-increasing pressure to achieve what seems like unrealistic growth and incentives that focus on short-term earnings, exes need results… and they need them NOW. Pressure for revenue growth is put squarely on the shoulders of the sales team. Unfortunately, sales reps find it a challenge to use legacy sales methods to hit their numbers.

It’s no secret that sales is changing. Strategies and tactics that were very effective 20 years ago are now obsolete. Cold calling is dead. However, sales has been slow to evolve with the changing times.

Social selling is working. 78.6% of reps who use social media to sell outperform those who don’t. But how do you quickly and painlessly teach your experienced sales team to use social to sell? How do you rewire their thought processes to approach selling from a social media perspective?

Maybe You Don’t…

One of our clients is rebuilding the sales team from scratch. Wiping the slate clean and starting over.  Many would consider this an extreme step, but this company’s leadership recognizes that using social to sell will only become more important over time. Instead of retrofitting the existing sales force, they’re building a new one with a strong foundation in social media.

To help accomplish this, Thought Horizon has developed a social selling incubator. Housed at our office in Decatur, Georgia, the program is based on the training program the United States Army used to prepare its best and brightest for deployment to Iraq and Afghanistan. After a period of classroom training, the new sales team will work closely with our team to approach real-world scenarios. It is full immersion into the world of social selling with support and feedback at every step of the way.

At the end of the 6-week program, our client will have a highly-skilled social selling sales team built from scratch and armed with a sales mindset geared towards the future, not the past.

What would you do if you could rebuild your sales team from scratch? Would you build a team that uses modern sales techniques or would you do something different?