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Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling: --Creating a professional brand --Finding the right people --Engaging with insights --Building strong relationships Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.
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How Top Teams Win in Today’s Dynamic Social Selling Environment
Dana FeldmanHead of SMB Sales Solutions, ANZLinkedIn
Tim MullenSenior Strategy Manager, Business & Private BankingCommonwealth Bank
Dan LurieInsights Manager, Sales SolutionsLinkedIn
Which attendees have adopted social selling the most?
5 Stefano MasielloMarketing Director ANZ, NGA Human Resources 84
4Tim MullenSenior Strategy Manager, Commonwealth Bank 86
2 Mark CloughDirector, BBC Digitial 88
3 Paul WeingarthHead of Sales – Australia, PayPal 86
1 Nicholas FloodMarket Segment Manager at IBM 90
Transforming into a social selling organization
Implementa program
Measure the right metrics
Track & Manageto drive change
Measure the right metrics
Serendipity to Science
Cold Call Volume
Social Selling Index
Laggards
1000
Leaders
The Social Selling Index (SSI) measures how well your team has embraced social selling
We identified activities that are predictive of rep success
More predictive activities
Connection requests
Engagements (rec.)
Internal connections
VP + connections
Connections
People searches
Inbound profile views
Endorsements (rec.)
Engagements (given)
Advanced searches
Profile length
Shares
Groups followed
Profile completeness
PV
Rich content on profile
Prospecting PV
InMails sent
Companies followed
SSI leaders create 45% more opportunities per quarter
than SSI laggards.
SSI leaders are 51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
So that SSI is predictive of sales success
Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index (SSI)
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
17.59.75.0
18.9
Social Selling Index 51.1 Social Selling Index measures adoption of LinkedIn social selling practices on a 0-100 scale
Performance on four key dimensions, each worth 25 points
CBASales Navigator Users
SSI measures your performance across the four pillars of social selling
23 22 16 2586
Implementa program
Purpose
Strategy
Track & Manageto drive change
As they adopted social selling, Tim’s team saw a dramatic increase in their Social Selling Index
Tim's team ANZ FINS
+ 79%
28.5
51.1
It’s hard to transform an entire organization - Tim’s team has some who are just starting to adopt social sellingDistribution of SSI of Tim’s team
0 10 20 30 40 50 60 70 80 90 100
SSI Tim’sTeam avg
But Tim’s team is far ahead of most sales professionalsDistribution of SSI of all sales professionals
0 10 20 30 40 50 60 70 80 90 100
SSIWorld avg
Tim’sTeam avg
Sales Connect attendees have adopted social selling similarly to Tim’s teamDistribution of SSI of Sales Connect attendees
0 10 20 30 40 50 60 70 80 90 100
SSIRoom avg
World avg
3/1/2014 1/1/2014
+48%
+36%
For CommBank, the largest increases were in creating a professional brand and building relationships
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+75%
+14%
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Target Connectivity Competition Change
Relationship Flows
SENIORITY:CXO
COUNTRY:Australia
Target
TARGET BUYER
SIZE OF COMPANY:Mid-Market(200 – 1000 employees)
SENIORITY:CXO
COUNTRY:Australia
SIZE OF COMPANY:Mid-Market(200 – 1000 employees)
Target
25%
30%
26%
21%
17%
Industry #1
Industry #2
Industry #3
Industry #4
Industry #5
Connectivity
How Connected Are We to Key Industries?
21%
22%
22%
18%
15%
Competition
Competitors
How Do we Compare to our Competitors?
Industry #1
Industry #2
Industry #3
Industry #4
Industry #5
25%
30%
26%
21%
17%
+7%+8% +8%
+11% +11%
+5%
+15%
+13%
+24%
+15%
Competitors
Change
Industry #1 Industry #2 Industry #3 Industry #4 Industry #5
Are We Gaining or Losing Ground?
Overview Account level
In your bag
Ask your rep
If you can’t measure it,you can’t manage it.
- Peter Drucker
It’s time to start running
