I have the distinct pleasure of exchanging ideas with one of today’s most thought provoking strategists and futurists – Terrence (TJ) Kelly.  Recently we talked about the possible impact social media could have on the “Sales Rep” model.  Below is a guest post from TJ that begins to explore an issue which many executives may soon have to address.

It is here, it is now, and the pressure to quickly understand, explore, discover and adapt is palpable. Innovation doesn’t take a breather.  From 1995 – 2005, the internet pressured business models to adapt and change and now social media is creating new challenges and opportunities for businesses to transform and prosper. 

An important difference is the speed at which business models may need to adjust.  Today, the market place thrives with more digital natives versus fifteen years ago when business leaders initially pondered how the internet may impact their business models.

It is critical for business leaders to investigate early opportunities for increasing their strategic impact and leveraging their leadership influence through social media channels.  Some businesses and occupations, especially those serving “middle man” functions, may not survive if they don’t transform and/or adapt quickly. 

The role of the Manufacturer/Sales Rep, for example, is one of those business models that may be at risk.  Typically, a Rep is hired to act on behalf of a manufacturer and gain access to prospective buyers in a specific territory.  Upon introduction of the manufacturers’ products, the Rep works those products into their territory sales-call rotation.  The Rep sets meetings with prospective buyers to discuss the buyers needs and explain how the manufacturers’ products meet those needs. 

Under this traditional supply chain model, it takes time just to get the manufacturers’ product through the Reps call rotation and in front of the potential buyers.  A Rep is limited in the number of sales calls he/she can make in a day.  The overhead associated with this model carries heavy overhead expenses like salaries, benefits, ground and air travel, automobile maintenance, mileage, cell phones, insurance protection, food, lodging, etc.  All this may not be necessary under a more innovative strategy involving social media marketing. 

Imagining the possibilities associated with leveraging the communication and multiple touch points provided within the social media space.  Tools and sites like;  YouTube, Facebook, Linkedin, Twitter, webinars, video & podcasts, etc, open opportunities for changing assumptions about; (a) speed to market, (b) supply chain distribution strategies, and, (c) for developing new competencies and services that buyers may value more.

So, where do these new challenges and opportunities lead us, and, how well are we prepared to
lead our teams and organizations as we meet these new challenges and opportunities? 

To learn more or contact Terrence TJ Kelly, please go to www.linkedin.com/in/terrencekelly

About the CFO Strategist
Chris is very proud to add Best Selling author to his resume.  The book he co-authored, 42 Rules for 24 Hour Success on LinkedIn reached best seller status on Amazon, hitting a high of #68 across all of Amazon! Recently the book was included in the “Top 100 Best Social Media Books, Ever” list at #77 http://blog.mellowbillow.com/2009/08/17/top-100-best-social-media-books-ever/.

To purchase the book, please go to www.LinkToProsper.com or to Amazon.
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Business Models, Social Media Executive, Social Media Innovation, Social Media Success

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