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.

1. The Question that Keeps Sales Manager’s
Awake at Night

3. 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

4. In Fact, as of Feb 2015 LinkedIn numbers are
at …
Source: LinkedIn

5. 347,000,000
is a significant number! … And it is a trend
that is unlikely to fall away anytime soon!

6. 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

7. The problem is a sales rep can end up
spending a lot of time of LinkedIn
without getting a tangible sales return
from it!

8. So how does a sales manager
measure progress or impact of a
sales rep’s LinkedIn efforts?
More time or less
time on LinkedIn?

9. Here are ten metrics that
will help indicate whether or
not your sales reps are
making impact via LinkedIn.

10. 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

11. This can give an indication
of the impact (or not) of a
rep’s social brand.
2. New Invitations Received
(From target verticals)

12. 3. Profile Views
… As in the number / percentage of views that a rep’s profile
gets .. Again from target verticals.

13. 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.
• .

14. 5. Reaction to Thought Leadership
Measure the number of
• Views
• Likes
• Endorsements
• Comments
• Invitations
• Direct engagements

15. 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.

16. 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!)

17. 8. Conversations taken offline
Measure the movement a rep’s Linked activity
has caused directly. Such as
• Direct telephone calls
• Appointments or meetings

18. 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.

19. • 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

20. • Interrogate all these indicators one at a time
• Then interrogate the indicators collectively
• Then adjust behaviours accordingly

21. “It is not the strongest or the most intelligent who will survive
but those who can best manage change.”
― Charles Darwin
!
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