*Note: Sales Navigator Team or Sales Navigator Enterprise edition are required to enable the widget and/or sync. Please view the installation and enablement guides below for any specific CRM requirements.

Why Track?

One of the most important components of developing a Sales Navigator program is tracking progress.

No matter which CRM software you use, an existing CRM is a powerful way to track your investment in LinkedIn Sales Navigator.

Every sales team has a different way of using a CRM. It is important to determine what success looks like for your business, what to measure, and to consider these adjustments to your CRM so that they work for your organization.

Benefits of CRM Tracking

  • Monitor new leads generated from Sales Navigator directly in your CRM.
  • Record your team’s activities to learn how Sales Navigator contributes to growing and closing new business.
  • Create reports to analyze Sales Navigator influence to share with internal stakeholders.

 

Leads: Find the Right People

Sales Navigator helps you find new prospects. From here, through the qualification process, new leads will be added to your CRM and entered into your pipeline.

Instructions for tracking this in CRM:

  • Add LinkedIn as an option within the Lead Source field.
  • Set Lead Source as a required field.
  • Instruct your team to select LinkedIn for any leads found on Sales Navigator.
  • Use Lead Source to track the number of leads, decision makers, and new companies generated as a result of initial activities on Sales Navigator.

Contacts: Build Relationships

Sales teams can connect with prospects and add additional decision makers recommended by LinkedIn Sales Navigator. These individuals can be tracked as a contact met through Sales Navigator by adding LinkedIn as a contact source.

Instructions for tracking this in CRM:

  • CRM best practice is to carry the lead source from the lead record to the contact record when a lead is converted.
  • If your process is automatic, test that the lead source, LinkedIn, is visible when the lead is converted to a contact.
  • If this is a separate process, add LinkedIn as an option within:
    • Contact Source field.
    • Set Contact Source as a required field.
    • Instruct your team to select LinkedIn for any contacts found on Sales Navigator.
    • Use Contact Source to track the number of new decision makers generated as a result of initial activities on Sales Navigator.

 

Opportunities: Grow the Pipeline

The ultimate goal of tracking is to understand if your investment in Sales Navigator is creating real opportunities and closed deals.

Option 1:

  • Add LinkedIn as an option within the Opportunity Source field.
  • Set Opportunity Source as a required field.
  • Use Opportunity Source to track the number of new opportunities added to the pipeline and won.
  • Instruct your team to select LinkedIn for any deals influenced.

 

Option 2:

  • Add LinkedIn as an option in the Reason Won field.
  • Set Reason Won as a required field when closing an opportunity as won and educate your team.
  • Monitor all deals that have a won reason of LinkedIn.

Option 3:

  • Keep it simple. Ask your sales team to add #LinkedIn in the opportunity name.
  • Create a report that shows every opportunity with #LinkedIn in the opportunity name field.

 

Questions?

If you run into any technical issues:

Visit the LinkedIn Sales Help Center for technical articles that answer the most frequently asked questions.

To learn more tips and best practices:

Visit the the Customer Hub for links to live webinar sessions and on-demand learning resources that you can share with others.