The goal of the survey was to put some real data behind this social media, social selling craze.
At the end of the day salespeople are responsible for making quota. Salespeople don’t spend time on anything that doesn’t help them make quota. Therefore, we wanted to know were the salespeople using social media actually seeing the return? Were they making quota at a more successful rate? Where they exceed quota at a hirer rate. Could they track their social media use directly back to a closed deal? How much of their business do they contribute to social media? How far has social media penetrated the sales ranks? Is there a different adoption rate and use by the type of selling environment? There were so many questions we wanted to know and now we have the answers and so do you.
Sales is changing and it appears there is a large army of salespeople who are adjusting to the changes. They understand that customers and prospects are anywhere 50% to 60% into the sales process before they even reach out.
A lead is not just a name from a friend, but a complaint on Twitter, a question on Linkedin, or a discussion on a Facebook page.
Here are a few additional insights:
In the end, the Social Media and Quota Sales report highlights the benefits sales people have been receiving over the last 3 years by embracing social selling and social media. The report centers around what’s most important -quota attainment. Segmenting quota attainment into 3 categories; missed, achieved and exceeded, there is discernable break along these lines and quota attainment.
I say let’s stop the conjecture and start leveraging the data. Download the Survey Now!