Social Collaboration For Dummies

Chapter 18

Social Collaboration for the Sales Team

In This Chapter

Coordinating sales teams

Cracking the market for sales intelligence

Creating a culture of collaboration

Capitalizing on competition and recognizing achievement

Sales collaboration done right promises one of the greatest payoffs (if not the greatest) for social collaboration.

Sales is often associated with cutthroat competition, but in many industries sales teams are truly teams. Further, their teamwork is even more powerful if it extends outside the sales organization to include peers in marketing, product development, and other business functions. This is particularly true of business-to-business firms with complex products to sell. Social collaboration can be a tool for building cohesive teams and extending their reach.

Although many sales organizations have gotten a taste of social collaboration because of Salesforce.com’s promotion of Chatter, often it’s introduced so casually that it’s never used effectively (more on that later in the chapter).

To get the most from any of these social platforms, sales leaders ...