A Plea to New Sales Reps

There seems to be an epidemic happening.  It involves young sales people, LinkedIn, and the core of what 'social selling' really is.

Lately, I've seen multiple 'new' sports sales reps posting all over LinkedIn on what they're selling and to call or email them if you or your business is interested.  Or 'we have luxury suites still available - treat your clients and employees to an unforgettable experience by calling or emailing me'.

Is this the new generation of sales professionals?  Is this what our new sales professionals are being taught?

I sure hope not.

In my opinion, this is not proper 'social selling' acumen.  As Lance Tyson said at ALSD Miami, 'Telling Ain't Selling.'  From my perspective, what you post on LinkedIn or other social platforms, is just the beginning of trying to build your brand - to try to become 'the expert'.

To me LinkedIn, Sales Navigator, and social networks are a great place to prospect your ideal clients as well as building your brand.  After prospecting, connecting with all of your clients is a must.  By connecting with your clients, it allows you to see their connections.  When your network 'likes', comments, or shares your posts and articles - their network gets to see your work and probably view their networks engagement as a sort of tacit endorsement to you.  Then, of course, you should be connecting with your prospects you are talking to (don't forget to send a personal note with the connection request).

This is where the power of social selling comes in.  Your sphere of influence grows if you are an expert in your field.  I've had people in and out of my network contact me by saying 'it looks like you are the person to talk to, I'd like to bring my clients out to the ball park'.  That is a great feeling because, to me, it proves what you are doing is right - and working.

Yes, if you read some of my articles/posts, I do mention products and describe opportunities that the company I work for has available, but that is simply because I am trying to show examples on how sports can be utilized in the business world.

I just don't understand the new reps out there throwing up on themselves in theirs posts and expecting it to 'help increase my sales'.

If you are new to your position or the industry in general, get on the damn phone and start building relationships.  Start posting articles that educate your audience and potential audience on what you do and how you may be able to help in the future.  Look up to senior reps in your organization and learn what best practices are - what's working, what's not, good habits, bad habits.  Get involved in your community, join networking groups, go to Chamber of Commerce gatherings.  Look for best practices throughout your industry and other industries.

Please don't throw up on yourself, tell your hand, and turn off an innumerable amount of potential business. It's not a good look.

What do you think?