This document discusses key principles for transforming a sales organization into a social selling organization: awareness, education, and reinforcement. It highlights the importance of executive sponsorship, targeted pilots, and dedicated resources to build awareness. Education involves energizing all salespeople through social media strategies and championing social selling. Reinforcement requires thorough adoption plans, sales management involvement to drive accountability, and using tools like CRM to monitor activity and turn leads into pipeline. The document advocates these three principles as blueprints for success when transforming a sales organization.

2. Blueprints for Success:
Transforming Your Sales Organization
​ Alix Mc Cabe
​ Global Head of Marketing, CMO,
​ Euler Hermes
​ Xavier Monty
​ Social Media Strategy Leader,
​ Sage
​ Tony Finn
​ Head of Solution Sales –
​ Northern Europe, Vodafone
​ Glenda Kirby
​ Head of Sales Product Consulting EMEA
Linkedin

3. Closer look at Awareness, Education &
Reinforcement
Passionate
World Champions
Team Players
Pride

4. Executive
Sponsorship
Education
Measure and
Reinforce
Awareness, Education & Reinforcement

5. Blueprints for Success:
Transforming Your Sales Organization
​ Alix Mc Cabe
​ Global Head of Marketing, CMO,
​ Euler Hermes
​ Xavier Monty
​ Social Media Strategy Leader,
​ Sage
​ Tony Finn
​ Head of Solution Sales –
​ Northern Europe, Vodafone
​ Glenda Kirby
​ Head of Sales Product Consulting EMEA
Linkedin

6. Alix Mc Cabe
Global Head of Marketing
Euler Hermes
Awareness is the first principle of success that will allow you to
build a healthy and sustainable social selling program.Awareness

7. 3 Key Components to Building Awareness
1. Executive
Sponsorship +
Engagement
2. Targeted Test
+ Learn
3. Dedicated
Resources +
Active Promotion

8. An Active Executive Sponsor:
• Facilitated Internal Decision-making
• Secured Board Approval and Budget
• Championed Social Selling
Executive Sponsorship + Engagement
Top-leadership Engagement:
• Held an Interactive CEO Workshop
• Partnered with Linkedin: Executive Playbook
• Issued a Social CEO Challenge!

9. Targeted Test and Learn
​ Pilot
​ Marketing + Sales
Engagement
​ Geographic Expansion

10. Dedicated Resources:
• Program Managers
• Strong Communication Plan
• Not Necessarily a Full-time Job
Active Promotion:
• Internal Newsletters and Announcements
• Intranet Site
• Gamification: SSI Contests
Dedicated Resources + Active Promotion
Agent of the month:Regional SSI Figures:

11. Keys to Success:
• Involve Executives Early
• Leverage Wins to Gain Support
• Shamelessly Promote
• Make Your Program About People
Best Practices To Build and Maintain Awareness

12. Xavier Monty
Social Media Strategy
Leader
Sage
Through consistent education and learning, your sales
professionals will instill a social selling culture into their daily
sales workflow.
Education

13. We energize the success of businesses
around the world through the
imagination of our people and smart
technology
At Sage, the social gig is opened to everyone!

14. Connecting Sage Leaders to the World

15. Activating 14,000 Social Sellers in 1 Day
#Sociable Day
At Sage, we have 14000 Social Sellers!

16. Sage Social Selling Champions Education
Getting the Leaders Socially active is attracting the right Customers!

17. Tony Finn
Head of Sales Solutions
Northern Europe
Vodafone
Transforming a sales team into a social selling
organization requires an adoption plan that is thorough
and flexible. Reinforcement through management will
be critical for driving accountability.
Reinforcement

18. Sales & marketing management
are entering a new paradigm.
​Tony Finn

19. Control; Direction; Follow Up

20. Control – Centre of Excellence (CRM)
Resource and
Knowledge
Centre

21. Direction - Accounts, Leads, Activity (ALA)
Calling Lists /
Lead
generationActivity
Matters

22. Follow Up - Turning it into Pipeline
kwell 1,950,000€ 6,676,575€ 342%
med 1,400,000€ 3,265,069€ 233%
1,400,000€ 2,135,828€ 153%
Grady 1,400,000€ 1,737,866€ 124%
ster 1,500,000€ 929,738€ 62%
as 1,400,000€ 3,620,000€ 259%
1,500,000€ 920,000€ 61%
ristie 500,000€ 79,546€ 16%

23. Follow Up - Navigator is a Privilege – Use IT!

24. Sales activity & productivity
has to increase as there is truly
no place to hide…
​Tony Finn

25. Transform your sales organisation
Awareness
ReinforcementEducation

26. Blueprints for Success:
Transforming Your Sales Organization
​ Alix Mc Cabe
​ Global Head of Marketing, CMO,
​ Euler Hermes
​ Xavier Monty
​ Social Media Strategy Leader,
​ Sage
​ Tony Finn
​ Head of Solution Sales –
​ Northern Europe, Vodafone
​ Glenda Kirby
​ Head of Sales Product Consulting EMEA
Linkedin