At a meeting recently, another speaker was relating to the audience that a client of his had mentioned that their company was “losing sales to the Internet.”
The speaker’s pithy response was, “Yes, you ARE losing sales to the Internet. Your sales people are sitting on the butts playing on Facebook and Twitter rather than closing your prospects.”
- Naturally, the audience laughed…and it all made sense…until I read of a study from Warwick University Business School in the United Kingdom. Titled “Exploring social network interactions in enterprise systems: the role of virtual co-presence,” the research suggests that social media connections actually RAISE productivity in workers!
As the MediaPost.com blog from Erik Sass states, “Warwick business prof Joe Nandhakumar summed up the results: ‘We found that the ubiquitous digital connectivity altered workers’ sense of ‘presence’ and helped rather than hindered the effective completion of collective tasks.‘
“He added: ‘Ubiquitous digital connectivity should be seen not as an unwelcome interruption but as part of the changing nature of knowledge work itself that needs to become part of normal, everyday practices of contemporary organisations.’” (emphasis mine)
Here’s the point: If social media helps connect your colleagues with one another to share information and assist connectivity…it’s a good…dare I say…GREAT thing.
And, from my perspective, it’s easy to take this to another logical level: If your sales team is using social media to connect with, respond to the concerns of, and serve customers better…their productivity can be enhanced, as well.
In other words, it’s easy for those of us who have been around for a while to dismiss social media as “sitting on butts, playing on Facebook and Twitter.” And, as we do that…those who use it effectively are selling and serving at a higher level.
I’ll bet when they were first installed, our sales ancestors made fun of those who used the telephone to connect with customers, too. Don’t you?
- How relevant…and distinctive…will YOU choose to be?