The world's leading social selling teams share the blueprints that led to success within their organizations. These blueprints provide a template that other Sales teams can follow to generate awareness and sponsorship, educate and train on the frontline, and ultimately create long term accountability.

1. ​ Trish Sparks
​ Director, Sales Product Consulting
​ LinkedIn
Blueprints for Success:
Transforming your Sales Organization
​ Phil Horn
​ VP, Ticket Sales & Service
​ Sacramento Kings
​ Joan Fitzpatrick
​ AVP, Sales Productivity
​ NetSuite
​ Kirsten Boileau
​ Director, Digital Marketing
​ SAP

2. Education
Reinforcement
Awareness

4. Blueprints for Success:
Transforming your Sales Organization
​ Trish Sparks
​ Director, Sales Product Consulting
​ LinkedIn
​ Phil Horn
​ VP, Ticket Sales & Service
​ Sacramento Kings
​ Joan Fitzpatrick
​ AVP, Sales Productivity
​ NetSuite
​ Kirsten Boileau
​ Director, Digital Marketing
​ SAP

5. Joan Fitzpatrick
AVP, Sales Productivity
NetSuite
Awareness is the first principle of success that will allow you to
build a healthy and sustainable social selling program.Awareness

6. Find your
evangelizers!
Dedicate
resources
Provide
visibility and
communicate
Key components of social selling awareness

7. Executive Sponsorship to drive awareness
Goal:
Get reps to track their
Target Accounts OR
Existing Clients for Triggers
Length:
2 weeks
Incentive:
Personalized LinkedIn
Recommendation from
an Executive Sponsor
Results:
85%+ participation!
President of WW Sales 17 VPs
+

8. Kirsten Boileau
Director, Digital Marketing
SAP
Through consistent education and learning, your sales
professionals will instill a social selling culture into their daily
sales workflow.
Education

9. Strategy Collaboration Scale
Education and enablement

10. Education at scale
Graduation
and approval
SAP social selling program
6 week online course
Kick-off / introduction
Training adults
Social branding
Social listening
Social sharing
LinkedIn Sales
Navigator
Social Selling and
InStruct workshop

12. Phil Horn
VP, Ticket Sales & Service
Sacramento Kings
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

13. Creating a culture of celebration and recognition
Invest in
Talent
Share Wins Use
Gamification

14. Gamification
1
2
3
4
5
Maggie
Business direct sales
Jim
Inside sales rep
Mark
Inside sales rep
Joanna
Inside sales rep
Brian
Business direct sales
93
81
67
33
21
SocialSellingIndex(SSI)

15. Creating a culture of celebration and recognition
Invest in
Talent
Share Wins Track in
Salesforce
Use
Gamification

16. Blueprints for Success:
Transforming your Sales Organization
​ Trish Sparks
​ Director, Sales Product Consulting
​ LinkedIn
​ Phil Horn
​ VP, Ticket Sales & Service
​ Sacramento Kings
​ Joan Fitzpatrick
​ AVP, Sales Productivity
​ NetSuite
​ Kirsten Boileau
​ Director, Digital Marketing
​ SAP

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