SalesFitRx BLOG


Measurement_367_shadowWe tend to overvalue the things we can measure and undervalue the things we cannot.

I’d like to tell you I was the first person to say those words, but that attribution should go to author John Hayes.

This is generally true, right? Sure, there are exceptions, but some of the most important things in life simply cannot be accurately measured:

  • Love (and other emotions)
  • Peace
  • Happiness
  • Commitment

In sales, some of the most important key performance indicators can also be difficult to measure, because some buyers are quite skilled in playing things close to the vest:

  • Belief
  • Trust
  • Satisfaction
  • Commitment
  • Interest

With that said, how are you currently measuring the effectiveness of your social selling activities?

Some of you just answered by thinking something along the lines of: “We’re not,” or “We don’t know how to do that.” Still others just thought: “Yeah, we’ve already got that covered.”

Let’s see how you’re really doing.

As per my role here with this blog, I’ve found an extremely helpful resource to assist you in measuring your social selling efforts to a greater degree…or, perhaps for the first time.

Social selling advocate Amar Sheth (@AmarSheth) recently wrote this valuable blog post, for the Sales For Life Blog (@mysales4life), titled: “12 Valuable Metrics For Measuring Social Selling Success.”

In the post, Sheth helps take us beyond the measurement of pipeline and revenue as primary indicators. There are metrics which should be tracked earlier in the process.

Here’s the big idea of this post:

Follow the prescriptive process below to understand how learning impacts sales goals.

So what exactly does Sheth mean by that? The author breaks down the metrics into groups, including:

  • Leading Indicators
  • Current Indicators
  • Lagging Indicators

Here’s how Sheth describes “Leading Indicators”:

Leading indicators describe your learning behaviour regardless of how you decide to learn Social Selling (e.g. self-teaching, on demand videos, workshops, etc.). Depending on the learning tools and resources that you decide to use, metrics will change. Take a look at some of the elements that can be tracked and measured.

To understand what the other two groups of indicators are, as well as to read through the specific metrics for all three groups, take a few minutes to read Sheth’s blog post.

[Reading Time For Sheth’s Post: 3:00 minutes]

QUESTION ::: After reading the post I’m featuring today, what was your biggest “Aha!” moment?

Let’s talk about it…

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