Congratulations for being selected to lead your team's Sales Navigator roll out! Follow this checklist to help your team's onboarding success.
Start with Set up
The right set up will customize Sales Navigator for your team’s unique needs to ensure the product is optimized best for your existing sales program flow.
Ideally, you should work with your IT or systems administrator to get these lined up before you bring users on board.
☑ Connect your CRM (if applicable)
If you are using Salesforce or Microso Dynamics as your CRM, save your reps valuable time and capture the most relevant sales activities by connecting your CRM to Sales Navigator.
☑ Streamline logins with Single Sign-on (if applicable)
Single sign-on (SSO) allows your employees to sign into Sales Navigator and other supported LinkedIn applications using their corporate credentials. This honors your company’s security policies and helps simplify users’ access.
☑ Set up integrations with existing sales tools (if applicable)
There's a wide range of tools to choose from -- including Business Intelligence, e-Signature, Marketing Automation, and more -- to help your team make the most of lead, account, and activity information from Sales Navigator within the applications they already use every day
Based on your company’s security and privacy preferences, you can modify users’ access to certain Sales Navigator features, including:
- InMail, the system for communicating between LinkedIn members.
- TeamLink Extend (if applicable), which uses the LinkedIn connections of participating company executives to suggests relevant introductions for your Sales Navigator users.
- Point Drive, a visual way for your users to package up attachments and messages to prospects and clients. You can also set up PointDrive with your company's logo and colors to ensure your team’s outreach via Sales Navigator stays on brand.
Set Goals and Expectations
Now that the technical details are out of the way, you can start thinking about the team’s goals with Sales Navigator, who should get access, and what your team needs to know before they get started.
Leaders of similar programs recommend that you:
Think through how you intend for Sales Navigator to fit into your existing sales processes, your expectations for how the team will use it, and what metrics you'll be tracking.
Stay close with users that can help think through incorporating Sales Navigator into your existing sales processes and lead your organization in the adoption of modern selling.
Once you have your initial user list created, let those folks know immediately:
- That they’ll be receiving an email from LinkedIn inviting them to Sales Navigator
- Your expectations for how they will use Sales Navigator
- What metrics you will be tracking
Critical step -- Once you've created your initial user list and advised them of the upcoming rollout, start assigning those seats within Sales Navigator.
Confirm User Activation
Now that you've assigned seats, check to see if your users have activated their license and started using Sales Navigator.
☑ Confirm user accounts
Track seat activation on the Seat Management page, and follow up with inactive users to encourage them to add their corporate email address to their LinkedIn profile and activate their Sales Navigator seat.
☑ Review usage reporting
Track users’ early engagement on Sales Navigator - are they using it as you expect? - and identify potential champions for your program. Keep an eye out for those who may be falling behind and oer additional guidance, such as this Beginners’ Guide, to bring them up to speed.
You’re almost to the finish line of a successful rollout!
By now you should be ready to assign the remaining seats and guide users in incorporating Sales Navigator into their day-to-day activities.
☑ Gather feedback
Ask initial users for their input and suggestions on encouraging the broader team to quickly get up and running on Sales Navigator. What worked well? What do they recommend you try differently?
Now is the time to assign any remaining seats! Don’t forget to advise new users about the invite process, expectations, and goals before adding them to Sales Navigator.
Get answers to your questions directly from LinkedIn experts and fellow Sales Navigator administrators.
By completing these items, you’ve applied the best guidance from fellow program leads and administrators to incorporate Sales Navigator into your team’s sales process.