3 Reasons Why Social Selling Isn’t Working for Your Sales Team

By April 28, 2015LinkedIn Strategies

Let’s face it, Social Selling is sales 2.0 – the new and improved sales process.  Most CXO’s, business owners, sales and marketing professionals, business development experts, etc. have come to the conclusion that social selling in in fact NOT a fad.  Social Selling is Sales 2.0.

The problem is, most professionals aren’t sure where to start, and to quote the American President, “They’re so thirsty for it they’ll crawl through the desert toward a mirage, and when they discover there’s no water, they’ll drink the sand”.

In this analogy, the water equates to sales, and the sand equates to the lowest social selling bidder.  Not all social selling processes are the right process for your team.

Here are 3 reasons why Social Selling isn’t working for your business development team:

  1. They are on social media, but not active. Social Selling is like a gym membership.  The actual membership is your profile on social media.  Anyone can buy a membership, right?  But the activity at the gym is what matters – not so much the actual gym.  The more intense your activity and the more focused your training, the better your results. The activity is your social selling process.  You must do the right activity to get the targeted results.
  2. They are relying on LinkedIn & Social Selling processes on the last day of the quarter and this is how they are trying to reach quota. Social Selling is good – but it’s not that good!  The payout on social selling is more long term than short term.
  3. Your social media profiles are poorly written. This is your first impression in many instances.  You should take every step toward showcasing yourself as the subject matter expert that you are in your field and in your company.  You only have mere seconds to make that impressive first impression.  Make sure it’s a good one!

Social selling statistics reflect the importance of integrating these sales 2.0 processes into our business development experts:

  • 78% of Sales People that leverage social media outperform their peers that do not.
  • Warm Lead Generation has an average 60% conversion prospect to client
  • 62 of Decision Makers begin the buying process with an introduction or referral

The #1 reason that Social Selling isn’t working for your business development: No Buy-In.  Either you don’t like change, or you don’t think it’s important to leverage technology to maximize client acquisition, open more doors, and increase client retention.

This is the comparison of Sales 1.0 and Sales 2.0 (Social Selling):

Social Selling is a culture change.  Just having a profile on LinkedIn isn’t going make the impact you may think.  Social Selling is like a gym membership.  You can purchase the membership to the gym, but the results will be based on your activity.  Just be sure that you are implementing the right activity.



  • Be the first to give to your new business relationships
  • Always pay it forward
  • Network with purpose.

Good luck and good networking! Remember… It’s All About Leverage.

For upcoming LinkedIn & Social Selling training click here.


About Bobbie

Bobbie specializes in helping executives as well as sales & marketing teams maximize client acquisition through the intersection of face-to-face networking combined with social selling techniques. Her customized programs and processes not only help in building the right network of prospects, clients, referral partners, and centers of influence, but also provide techniques to become thought leaders in their industry and stay top of mind with their targets.

Leave a Reply