Measuring Social Selling Success on LinkedIn
The Social Selling Index (SSI) is a measurement of how well an end-user has adopted social selling utilizing Sales Navigator. The final formula was designed and developed by surveying top performers and their key activities. Keeping variables that were correlated with sales success can provide a quantitative way to predict successful sales reps. SSI is measured on a scale of 0-100, with 25 points for each of 4 key pillars.
We further defined SSI leaders as those with SSI > 70 and SSI laggards as SSI < 30. You can retrieve your team’s SSI from Sales Navigator Usage Reporting. Your LinkedIn Relationship Manager can provide you with the SSI data for your industry and competitors.
Leverage your CRM to track success
Establish either a tag or opportunity name/category for LinkedIn Sales Navigator within your CRM. This will allow your users to clearly identify and mark opportunities generated or influenced by their use of Sales Navigator; allowing you to tie this back to specific opportunities and deals. Once you establish the process within your CRM, the process of logging LinkedIn Sales Navigator activity must be shared and reinforced with your users as part of their daily sales processes. This step will also reinforce accountability in helping your organization measure success and ROI.