You who are on the road must have a social selling code that you can live by. Can the classic rock and folk band, Crosby, Stills, Nash and Young teach us a social selling lesson? Probably not, but they can certainly inspire how today’s social sellers are teaching, and coaching customers to help them make more or save more money for their businesses.
Recent CEB research from their CEB Sales Effectiveness Solutions indicates:
-Sales executives’ administrative activities have increased by 33%
-Post-sale activities, such as account activation, have increased 16%
-Sales executives are spending 15% less time in front of customers, than in prior years
Your initial take-away might be a correlation between the pre-sales and post-sales pieces of research; both of which might be taking away from in-person customer time.
That relationship might, in fact, be true. However, additional research also indicates something surprising. CEB research indicates that the best reps are spending less time in front of customers; 10% less time!
How are these selling stars using their time and where does social selling fit it?