During the process, Drieënhuizen noticed that mutual competition works well in sales. They are used to it. In other departments, for example, the use of a leaderboard for engagement works less well. “In sales, I am regularly addressed when someone is high on the list, but I never hear that elsewhere in the organization. Sales people like it, they like to look at numbers.”
The result
More than 95% of the sales employees participate in this program. Each in his or her own way. Social fax lists selling has become part of the daily activities. Drieënhuizen did not achieve this in a sprint, but in a marathon. It requires a long breath. Drieenhuizen: “The first year we were not happy, because despite the activities we did not see any direct results in the turnover. If you compare it to the investment in tools, training, time and energy, it does not yield enough.”
However, the following year saw a turnaround. Centraal Beheer was able to allocate a structural turnover to the activities. “Because we believed in it, we persevered,” says Drieenhuizen. Not only he, but also the management believed in it. The long-term approach ultimately paid off.
The FutureThe social selling label is going away a bit. We are going to position it more as a new way of working,” Drieënhuizen indicates. Activities and components in the organization are increasingly being brought together. Think of lead generation, marketing automation, the CRM software, social selling, Sales Navigator and ambassadorship.