Sales Management Check In – Are You Wasting Money on Sales Navigator?
Investing in LinkedIn® Sales Navigator for your salespeople isn’t enough. There, I said it.
It’s an all too familiar story among sales management teams that purchase Sales Navigator. They expect their team to hit the floor running but only provide product training from LinkedIn®.
LinkedIn® Sales Navigator’s in-house training covers the features of the product, but the strategy for getting results with the platform isn’t included. If you want your salespeople to be effective social sellers and use Sales Navigator to its fullest potential, they need more training.
In the video below, I review a LinkedIn® Sales Navigator Usage Report from a prospective customer. When you consider the $300,000 a per year price tag, the report is pretty shocking. This, however, is what happens when your salespeople aren’t provided with the proper training to become a modern seller.
Analyzing a Sales Navigator Usage Report
The Usage Report that I reviewed in the video is for a company who have used LinkedIn® Sales Navigator for over two years. Let’s take a look at the red flags that I noticed right off the bat.
- Only half of their 311 users logged into Sales Navigator. This represents less than 50%of the 400 days covered by the report. Yikes! Only 50% of their salespeople are logging in, and even those aren’t logging in daily.
- 80% of users are below the target level of saved leads. I estimate each salesperson is targeting 50 accounts with four people at each one, which equates to approximately 200 saved leads. And yet, most are not even close to my feasible estimate.
- 97% are using less than 10% of their available InMails. These are the messages that can be sent to other LinkedIn® users, without having that first level of connection.
- 86% of users SSI’s (Social Selling Index) score below our recommendation of 70. Completing your LinkedIn® profile, finding the right people, engaging, and building relationships contribute to increasing an SSI score.
The data shows this company is not only missing opportunities, but it is also close to wasting $300,000 a year on LinkedIn Sales Navigator. As part of the sales management team, it’s important to notice these warning signs and get your salespeople the training they need to benefit from the investment.#DigitalSales expert @KurtShaver reviewed a company's LinkedIn Sales Navigator usage report and saw several red flags. 🚩🚩🚩 Check it out to see if your company is displaying the same issues. Yikes! #SellingWithLinkedIn #SalesClick To Tweet
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