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How Sales Leaders Can Use LinkedIn KPIs to Improve Their Sales Teams’ Social Selling Process

Bernie Borges teaches us how to track and measure sales KPIs that are specifically focused on Linkedin.

Stop the random social selling—Use sales KPIs to measure your team’s success.

There’s a lot of truth in the old saying, “You Can’t Manage What You Can’t Measure.” The use of Key Performance Indicators (KPIs) is vital to the success of most sales activities, but especially for LinkedIn. If you aren’t defining and communicating clear expectations of both the activity and results, you will simply get random acts of social. Before you begin establishing your team’s sales KPIs, consider three things:

[click_to_tweet tweet=”Decide the outcomes you want before establishing your team’s #salesKPIS. @BernieBorges has more tips! #SellingWithLinkedIn #Sales” quote=”Decide the outcomes you want before establishing your team’s #salesKPIS. @BernieBorges has more tips! #SellingWithLinkedIn #Sales”]

There are many social selling KPIs that can be tracked and measured. Here are five specifically focused on LinkedIn, which, if implemented correctly, will have an immediate impact on guiding your reps to focus on the activities proven to convert to business:

1. Growing Their LinkedIn Network with the Right Stakeholders – This KPI is simple to measure, yet powerful. It provides insight into whether or not your reps’ activities are targeting the right connections.

[click_to_tweet tweet=”Sales leaders: Stop your team’s random #socialselling madness — It’s time to set #KPIs! @BernieBorges #DigitalSelling #LinkedIn” quote=”Sales leaders: Stop your team’s random #socialselling madness — It’s time to set #KPIs! @BernieBorges #DigitalSelling #LinkedIn”]

2. Converting New Connections to Phone Calls and/or Appointments

3. Getting Engagement on Shared Content that Converts to New Connections

4. Client Referrals to Appointments

BONUS: Download 5 LinkedIn Templates that Get Engagement and Results!

5. Number of Introduction Requests to a LinkedIn Connection that Convert to Phone Calls

[click_to_tweet tweet=”These 5 Linkedin #SalesKPIs are likely to enhance your reps’ #socialselling activities! #SalesLeadership #SalesTips @BernieBorges” quote=”These 5 Linkedin #SalesKPIs are likely to enhance your reps’ #socialselling activities! #SalesLeadership #SalesTips @BernieBorges”]

Achieve Better Outcomes With a Digital Selling Program

These are just five of the many sales KPIs available for sales managers to measure. But when you do, you could use the findings to improve your sales strategy. You are also equipped with quantitative insights on how to effectively coach your team to better success. 

Achieve higher win rates with your sales team. Read our 10-Steps to Launching a Digital Sales Program to learn how.

By Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

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