LinkedIn offers powerful tools for you to measure your effectiveness. Learn how you can use these tools to see where you stand and help improve your performance.
- The business author Tom Peters famously said, "What gets measured, gets done." And in sales, you're used to this. You have a quota with a number attached to it. You have leaderboards, and perhaps even forecast calls to discuss the likelihood of hitting that number on a regular basis. Measuring your progress and mastering social selling will be critical to helping you learn and progress as quickly as possible. LinkedIn has tried to make it as easy as possible by creating the Social Selling Index, which we call SSI.
SSI measures your performance against four essential elements of social selling that we have discussed in this course. While there are many different ways to measure social selling success, an SSI only takes into consideration your efforts on LinkedIn. We recommend that's where you start. Seeing how your SSI performance on LinkedIn is changing over time can help you create a benchmark for your social selling activities. It can also help you set goals for where you want to be. You can track your progress, and lets you see how your ranking changes compared to your peers, keeping you motivated in your social selling efforts.
Our research has shown that sales reps with high SSI are three times more likely to go to their company's President's Club. Before we go any further, it's time to check your SSI score. This is a big moment on your social selling journey. And if you have LinkedIn Sales Navigator, your score is right on the homepage of the product. If you don't have Sales Navigator, go to the link here and pull up your personal social selling dashboard from LinkedIn.com. There are a few key numbers that we recommend you focus your energy on when looking at your SSI dashboard.
Your SSI score is a number from one to 100. There are four elements of SSI that make up this score which reflect first, how you establish your professional brand. Second, find the right people. Third, engage with insights. And fourth, build relationships. How is your score looking in each of those areas? Chances are you're probably strong in some areas and weak in others. This can be your guide on where you spend your time and where to set your goals.
It's going to be hard to go from a 23 to a 25 in one element that you're strong in versus going from a two to a 15 in an area that you're weak in. You should aim to improve the biggest gaps first. For each element, you can click to get more details on what you need to do to improve your score. For example, if you're weak in engaging with insights, we recommend increasing the frequency in which you share content. Or if you're weak in building relationships, it could be worth checking out to see if there are people that you work with or clients that you partner with that you're not yet connected to on LinkedIn and make those connections.
The second set of numbers that you need to focus on is your industry and network SSI ranks. You can find this in the top right-hand corner of your dashboard. These are two numbers that will orient you to where you are in relation to your network and your industry. An average SSI can vary greatly by industry. This should be your guiding light to show you how aggressive of goals you should be setting when it comes to improving your SSI. And today's sales environment is not kind to laggards. So if you're way behind, it's time to make social selling a priority.
Consider setting time aside every day to evaluate your progress and take action. So now that you know where you are when it comes to social selling and how to measure your success going forward, it's time to set a few goals. Take some time to write a goal for the SSI number you'd like to hit within two weeks, three months, and six months. And after you've written those numbers down, share them with your manager in your next one-on-one.
- Crafting a customer-centric profile
- Creating a professional brand that expands your reach
- Identifying your ideal prospects
- Understanding what your buyer values
- Knowing when a prospect is ready to buy
- Engaging with personalized outreach
- Asking for an introduction
- Measuring social selling success