Social media – Facebook, Twitter, LinkedIn, blogs and all that – burst onto the scene only a few years ago. Because of this, we’re still learning daily how these tools are impacting and influencing attitudes about companies and brands … as well as the propensity for people to buy products and services as a result.
But some aspects are coming into pretty strong focus now. One of the interesting insights I’ve drawn from social media is that it spotlights the “disconnect” that exists between marketing and sales personnel.
This disconnect has existed for decades, of course. In my nearly 35 years in business, I’ve heard a common refrain from sales folks. It goes something like this: “I have no idea what those people in marketing do all day long!”
On the flip side, the marketing pros have a few choice words for the sales personnel as well: “All they ever think about is the next order. Unless it delivers instant hot prospects who are ready to buy immediately, they’re not interested in any of our marketing programs.”
This is why so many B-to-B companies have tried to cross-pollinate between marketing and sales by moving staff back and forth between the two areas.
But what company is inclined to gives up its star sales performers to marketing? What happens more often is that the underperforming sales people are the ones who end up in marketing … where they then achieve only middling success there as well.
Conversely, so many of the best sales performers aren’t “God’s gift to strategic thinking” at all … while the marketing people who are so creative and insightful when thinking about markets are woefully inadequate when it comes to keeping up with a Rolodex® full of dozens of sales contacts.
Another part of the problem is the approach to metrics. Marketing personnel have historically been focused on reaching wider audiences. To a salesperson, things like “creating awareness” and “building a brand” are frustratingly fuzzy. Instead, salespeople focus on individual customers, sales quotas and other quantifiable information – real “bottom line” figures.
Today, social media is bringing all of this into sharper relief. To be most effective, social media demand that marketing and sales personnel work together. It’s no longer possible for the two groups to employ different approaches, different interactions and different metrics for success.
To my view, it’s going to be harder for marketing and communications personnel to get their heads around new expectations for metrics and analyses when compared to the sales folks. There are many new analytical tools to be mastered – and that’s probably a source of fear for many a marketer.
For salespeople, who live and die by facts and figures, this is duck soup by comparison.
And if you really think about social media, it’s about audience (customer) engagement in a direct and personal manner. Who’s been doing that for years? The sales force, of course.
So does it make any sense to “silo” social media activity and content development within the marketing department? Generally speaking, no.
In fact, many sales personnel have already embraced social media activities because they see it as another useful tool to leverage customer engagement. This is an environment they already know well, because they’ve always been in the business of building relationships.
So the times demand that marketing and sales team up as never before. For marketers, that means opening up the social media initiative and structuring it to include sales personnel as well the marketing staff. Redlining these tasks won’t work.
And here’s another idea: Have the marketing staff hang around with the sales force. Put them out there at trade shows and other industry events where they are forced interact with customers and behave like … salespeople!
[This is especially true if a company’s marketing staff comes from collegiate or administrative backgrounds – a common weakness in many mid-sized B-to-B firms where the most lucrative upward career paths take employees through engineering, R&D or sales, not through marketing and communications.]
Social media reminds us, once again, that the key to success in business is “mixing it up” with customers and prospects. We need to make sure we do the same inside our own companies.
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