Picking the Right Social Selling Training: A Cheat Sheet
Social selling training is on the agenda for B-to-B sellers in 2014. Sales reps and dealers are under increasing pressure to speed-up prospecting using LinkedIn, blogs, Twitter and more. But how can you choose the best social selling training or trainer for your organization?
Here's where to start. Follow these steps to make the best decision. Plus, I'll show you a way to make sure you, personally, benefit in the eyes of your boss.
7 Point Social Selling Checklist
- Create selection criteria and request for proposal email.
- "Short-list" candidates and solicit proposals.
- Review proposals.
- Interview best candidates & check references.
- Negotiate, review and sign contract.
- Assess your team.
- Start the training and report effectiveness.
Want to get started on this process? Print-off this Social Selling Training Cheat Sheet PDF. (No registration needed)
Will your sellers learn social selling tactics or will they start doing? Only consider training that:
- teaches a practical, repeatable system based in traditional copywriting skills,
- helps sellers take "first steps" to apply the system,
- promises outcomes like more appointments & more response for sellers, in less time.
The more you stick with the above criteria the more you'll be able to measure the performance of your training investment.
When considering what social selling trainer is best for you consider the instructional design. Only invest in training that:
- includes worksheets that get sellers DO-ing, (not just learning)
- is directly relevant to current challenges, goals and ambitions of your sellers,
- focuses on a balance of platform (eg. LinkedIn) and prospecting tactics and
Beware of social selling training promising outcomes other than measurable increases in response to—and appointments with—your reps and dealers. Hire a trainer who measures his/her own success based on sellers taking action. (not merely repeating what they learned)