Motivating Social Selling Laggards in Your Team

Motivating social selling laggards requires patience, understanding, education, and support.


Tony Hackett


a group of people are holding a rope - tie
a group of people are holding a rope - tie

Social selling has become essential to modern B2B sales, enabling sales teams to leverage social media platforms to connect with prospects and drive business growth. However, not all team members may be enthusiastic or proficient in social selling techniques. In this blog post, we will explore strategies to motivate social selling laggards within your team and help them embrace this valuable sales approach.

Understand the Resistance

Understanding their underlying reasons for resistance before attempting to motivate social selling laggards. Some common factors could include a lack of confidence in using social media platforms, misunderstanding its value in generating leads, or a fear of change. You can tailor your motivational efforts by gaining insight into these concerns.

Provide Education and Training

One key strategy for motivating laggards is providing comprehensive education and training on social selling techniques. Organize workshops, webinars, or internal training sessions where experienced team members can share their knowledge and success stories. Consider investing in external resources, such as online courses, or hiring consultants with expertise in social selling to provide specialized training.

Set Clear Objectives and Goals

Setting clear objectives and goals is crucial for motivating individuals who are resistant to change. Communicate why social selling is important for the team’s success and how it aligns with broader organizational goals. Break the objectives into achievable milestones so each team member can track their progress and stay motivated.

Lead by Example

Show your team the benefits of engaging on social media platforms by sharing relevant content, networking with industry influencers, and nurturing relationships with potential clients through meaningful interactions online.

Provide Support and Resources

Offer ongoing support for laggards by allocating resources and tools that help their social selling efforts. This can include providing access to social media management platforms, content creation tools, and analytic dashboards that help track progress and measure results. Check in with team members, provide feedback on their social selling activities, and offer guidance when needed.

Foster a Positive Team Culture

Creating a positive team culture that values collaboration and recognizes the efforts put into social selling can motivate laggards. Encourage sharing success stories, celebrate small wins, and promote a supportive environment where team members can ask questions or seek assistance from their colleagues.

Incentivize Performance

Consider implementing a performance-based incentive program to motivate social selling laggards further. Offer rewards or recognition to individuals who improve their social selling skills and achieve specified targets. This can encourage healthy competition within the team and inspire individuals to take part in social selling activities.

Motivating social selling laggards within your team requires patience, understanding, education, and support. By implementing these strategies, you can transform hesitant team members into enthusiastic advocates of social selling, contributing to the success of your organization’s sales efforts in the digital age.