This is another clip from my social selling interview with Tim Clarke, Jamie Shanks, Jill Rowley, and Koka Sexton.

In this clip, Tim asks me how who’s responsibility it is to create social selling adoption in a sales organization.  To me it’s pretty simple. If you want real, meaningful social selling adoption, leadership must lead it.

If social selling is going to be a substantial part of the selling process, then leadership will have to make it happen. You can’t rely on the individual contributors, it won’t work.