Sales Manager Playbook for

Sales Navigator Success

Tom Newman

Senior Relationship Manager – Global Accounts

LinkedIn Sales Solutions

2

Building a best-in-class Social Selling Team

• Leading the way as a Social Seller

• Up Skilling Team with On Demand Training

• Measuring & Managing Usage

• Gamifying & Incentivising to Drive Success

Leading the way as

a Social Seller

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Understanding your Social Selling Index

l inkedin.com/sales/ssiMEASURING SOCIAL SELLING

5

Establish your Professional Brand

Top Tips:

• Professional photo

• Compelling headline

• Interesting summary

• Add rich media

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Find the Right People

I save the top 2-5 accounts of my

reps so I can help them penetrate

deeper and use my network

to help.

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Engage with Insights

I love the insights on my saved

leads and saved accounts.

Using it every day helps me more

effectively coach my Reps

and help leverage my network for

additional options into an account.

8

Build Relationships

Top Tips:

• Personalise requests

• Connect after interacting

• Thank after connecting

9

Lead the way Pro-Active Introductions

Build a targeted list of your Repscustomers and see who you know and how you can connect them.

10

Lead the way Account Penetration

Continually run TeamLinksearches to understand ifyour connectivity with target

or key accounts is increasing .

Up Skill Team with

On Demand Training

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Curriculum for New Users

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Advanced Training for Experienced Users

Resources:

• Tip sheets

• Self-paced tutorials

• Live hosted webinars

Measuring &

Managing Usage

15

Admin Dashboard for Monitoring Usage

Focus On:

• Unique daily log-ins

• Saved leads & accounts

• Searches performed

• Profiles viewed

• InMails sent

16

Desk-Based Coaching on Quality of Usage

Review:

• SSI

• Which accounts saved

• Type of leads saved

• Style and content of InMails

17

Social Selling is a Team Sport

Top Tips:

• Identify top users

• Promote them to admins

• Identify low users

• Have your top users coach

18

1-2-1 Meetings Checklist

Review:

• Their Profile

• The quality of the InMails sent

• TeamLink introductions

• Number of saved accounts & leads

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1-2-1 Meetings Deal Support

When a deal gets stuck, I use the company’s Account page to surfacelead recommendations and Insights to help my team develop Alternative strategies. We use 1:1’s to test how well connected they are in their accounts.

Gamifying & Incentivising

to Drive Success

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Gamifying & Incentivising SSI

How:

• SSI tracked in admin console

• Top SSI/ change in SSI highlighted

in newsletters and sales kick offs

• Top SSI Reps invited to social selling

steering group

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Gamifying & Incentivising Best Profile

How:

• Set date for profile reviews

• Winning profile highlighted internally

as best-in-class

• A senior executive to write a

recommendation on winning profile

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Gamifying & Incentivising Territory Planning

How:

• Set date for saved lead and account

reviews

• Reps with 10+ accounts and 20+

leads saved entered in to a draw for

• A senior executive to write a

recommendation on winning profile

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Gamifying & Incentivising TeamLink

How:

• TeamLink stories submitted each month

• Best stories highlighted in monthly

newsletter

• A senior executive to write a

recommendation on winning profile

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Gamifying & Incentivising InMail

How:

• TeamLink stories submitted

each month

• Best stories highlighted in

monthly newsletter

• A senior executive to write a

recommendation on winning

profile

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Lighting Up & Sharing Success Monthly Newsletter

Include:

• TeamLink success stories

• InMail success stories

• Top SSI scores and changes

• Sales Navigator tips

• Links to social selling articles

• Commentary from a senior

executive