The Impact of Social Selling on Sales Perception

We asked more than 900 non-sales LinkedIn members what they thought of the sales profession. Find out what they had to say and what it means for social sellers.

February 26, 2015


Have you ever wondered what the non-sales employees at your company really think of the sales team? Do they understand the work that you do? Do they respect your sales team and find them to be a valuable asset? Does the degree to which you practice social selling change that perception?

These are more than idle questions. The way other departments perceive sales can affect your ability to do your job effectively.

We recently asked more than 900 professionals who are not in the sales profession what they think about their own sales team. Then we analyzed the responses from professionals whose companies’ sales teams had a high SSI and compared them to teams with a low SSI.

We found that 93% of the professionals we surveyed agreed that sales professionals are important to revenue growth. However, only 75% believe their sales teams have a positive impact on their company’s revenue. In other words, almost 20% fewer people are convinced of the value of sales as it applies to their specific sales team.

Things got even more interesting when we analyzed high-SSI teams versus low SSI teams. We found that in companies that utilize social selling practices, our respondents were more likely to think their specific sales team has a positive impact on revenue growth. What’s more, peers at high social-selling companies were more likely to:

  • Be optimistic about their company growth prospects
  • Think that their sales team develops relationships with potential clients
  • Introduce their own salespeople to someone in their professional network

Scroll through our new SlideShare, "The Impact of Social Selling on Sales Perception" to discover more insights from our survey.