Measure Your Teams Social Selling Success – Usage Report Dashboard

Discover 3 ways LinkedIn’s usage reporting dashboard can get your entire team aboard the social selling express.

March 3, 2014

As companies big and small are building and scaling social selling programs, they are discovering:

A)   Social selling works

B)   It’s loaded with opportunity

C)   Individual salespeople adapt to new technology at different rates

Today, sales professionals who establish and leverage social media have an edge over those who don’t. Savvy sales managers know what it takes to succeed in the new era of sales, which is why they are consistently looking for new ways to advance the adoption and practice of social selling.  And now with the help of LinkedIn Sales Navigator’s new-and-improved social selling dashboard, you’ll be able to build and scale a social selling program across your entire company with confidence.

Here are three ways LinkedIn’s Usage Reporting Dashboard can connect more of your team with social selling.

1)    Monitor your team’s social selling activities to improve results

View a snapshot of your entire team or an individual salesperson’s results based on specific criteria. As new opportunities present themselves, you can gain rapid insights into your team’s connections that will allow you to react swiftly and capitalize on opportunities.

And speaking of capitalizing on opportunities, the usage reporting dashboard provides you with real-time access to emerging trends, meaning you can adapt and improve results in a real-time manner.

By consistently monitoring the activities that lead to measurable, identifiable results, you can be sure you are providing team members with up-to-date best practices that ultimately lead to higher revenue, bigger commission checks and fulfilling careers.

2)    Use data to personalize coaching

The dashboard allows you to see how individual team members are connected by geography, industry and function. This data can help your team members approach social selling from a position of strength.

Once you breakdown the activities that lead to results, you can quickly craft an individualized plan for each salesperson that takes specific activities into account, including:

  • Connection Requests
  • 1 – 1 Messages
  • InMail Messages
  • Group Messages
  • Introductions

After you’ve created your individual plans, you can easily monitor which reps are staying on track and which reps need more training and assistance.

3)    Proof leads to adoption

Some members of your sales team may be hesitant to devote time to social selling unless they’re sure it will deliver results. After all, they have short-term quotas to meet and social selling may seem like a long-term initiative.

However, proven results can be very persuasive. Select a few team members who are ready to adopt social selling and use their results as proof points for the rest of the team.

Use aggregate trends such as searches, profile views and communications to clearly show how your successful social sellers are investing their time on LinkedIn. As an added motivator, you can reward team members for presenting success stories and helping other team members realize social selling success.

Traditional selling strategies are becoming less effective, and it’s no secret that sales professionals who leverage social selling as part of their sales strategy are better positioned for long-term success. Experience how LinkedIn Sales Solutions can be your social selling infrastructure when you request a demo.