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Ten ideas to help measure the impact of linkedIn of sales performance

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Sales Managers are always trying to measure the impact of social selling activity on sales efforts and time spent on LinkedIn is one such challenge. This presentation suggests 10 ways you can measure a sales rep's efforts on LinkedIn on a weekly basis.

Published in: Sales
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Ten ideas to help measure the impact of linkedIn of sales performance

  1. 1. The Question that Keeps Sales Manager’s Awake at Night
  2. 2. LinkedIn has changed the way we sell business to business The face of Business to Business sales prospecting has changed beyond recognition in recent years because of LinkedIn
  3. 3. In Fact, as of Feb 2015 LinkedIn numbers are at … Source: LinkedIn
  4. 4. 347,000,000 is a significant number! … And it is a trend that is unlikely to fall away anytime soon!
  5. 5. In recent years, research from both Google and SiriusDecisions has indicated that buyers will often be 60 - 70% of the way through a buying process before they engage with sales reps Using LinkedIn to research and gain education about their pending purchase. & Using LinkedIn to identify and check out potential suppliers in advance of inviting them into a purchasing process And we also know that Buyers are
  6. 6. The problem is a sales rep can end up spending a lot of time of LinkedIn without getting a tangible sales return from it!
  7. 7. So how does a sales manager measure progress or impact of a sales rep’s LinkedIn efforts? More time or less time on LinkedIn?
  8. 8. Here are ten metrics that will help indicate whether or not your sales reps are making impact via LinkedIn.
  9. 9. 1. New connections (From target verticals) 1. Measure the number of new LinkedIn connections a rep gets over a period of time Remember you can measure your – 1st degree contact reach – 2nd degree contact reach – 3rd degree contact reach
  10. 10. This can give an indication of the impact (or not) of a rep’s social brand. 2. New Invitations Received (From target verticals)
  11. 11. 3. Profile Views … As in the number / percentage of views that a rep’s profile gets .. Again from target verticals.
  12. 12. 4. High & Wide Measure the number of stakeholders a rep is connected with in a target company or existing client. It follows the more connections a rep has (Wide), and the more senior they are (High) - the more option they have to gather intelligence or get an introduction, etc. • .
  13. 13. 5. Reaction to Thought Leadership Measure the number of • Views • Likes • Endorsements • Comments • Invitations • Direct engagements
  14. 14. 6. Number of times a rep was viewed via LinkedIn search This metric will let you know if SEO and rep’s chosen area of expertise are consistent with the search terms used by buyers from your target verticals.
  15. 15. 7. Follow Through on your Call to Action As in– do people register for tips and resources on your website by following a hyperlink from a LinkedIn profile page (assumes you have a call to action!)
  16. 16. 8. Conversations taken offline Measure the movement a rep’s Linked activity has caused directly. Such as • Direct telephone calls • Appointments or meetings
  17. 17. 9. Lead Time • Consider measuring the time / speed taken to turn a sales target into a new customer. • This metric can also be broken down into stages that mirror the milestones in your sales process / pipeline.
  18. 18. • Compare Results Before and After Significant LinkedIn Activity or Events: If you plan to develop and execute a specific LinkedIn campaign, be sure to take a snapshot of your progress before and after your campaign so you can report on its effectiveness. 10. New Sales – that started from a new connection or conversation on LinkedIn
  19. 19. • Interrogate all these indicators one at a time • Then interrogate the indicators collectively • Then adjust behaviours accordingly
  20. 20. “It is not the strongest or the most intelligent who will survive but those who can best manage change.” ― Charles Darwin ! www.evolve.ie davemaloneinsidesalescoach

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