LinkedIn is the largest professional social network tool that provides valuable results to both companies and consumers, but only if your sales team is tracking key performance indicators, or KPIs.
For many businesses, a primary way their sales team connects with prospective customers is through LinkedIn. Companies and sales teams invest a lot of time and money into building relationships on LinkedIn in the hope of boosting their sales.
In this blog, we’re going to talk about the three key performance indicators (KPIs) your sales team needs to focus on when networking on LinkedIn and what strategies they can implement to maximize their efforts.
The KPI's your sales team need to be tracking when looking for growth:
1. Exposure
Exposure is all about who you are visible to. Tracking KPIs related to exposure is important for sales as the more visible you are as a representative of your company, the more visible the company is to consumers. When consumers start to better recognize your company, you are more likely to be seen as a solution to their problems.
Some ways you can increase your visibility and exposure on LinkedIn is through:
- Having conversations on LinkedIn
- Increasing the number of your connections
- Engaging with your connection’s posts and updates
- Posting existing company content
- Liking and commenting on posts
- Posting frequently and including a call to action
2. Credibility
Credibility is an extremely important tool that sales teams can leverage to help better build their relationships with prospective customers, so it should definitely be on your list of KPIs.
Customers want to connect and buy from someone that comes from a trustworthy and credible organization. In sales, you want to make sure that you aren’t inviting concerns into customers’ heads. Instead, you want to be resolving their existing concerns if they have any.
Having a credible profile that’s filled with information and engagement is far more likely to help customers feel comfortable building a relationship with you when compared to someone with a profile containing no information, no profile photo, etc.
Customers want to know that when they interact with you, they are interacting with someone that represents a reputable business.
To maximize how you can use credibility to drive results on LinkedIn, we recommend that you have a profile with a professional profile photo, a clear summary, and a headline about who you are and who you represent. For even better results, have an active profile— one that builds connections and engages with people on LinkedIn.
3. Meetings
One key way salespeople can measure their success is through meetings. How many clients are they meeting with? How many meetings are successful? Are their lead-generating tactics working? Meetings are one of the most important KPIs in the world of LinkedIn prospecting.
Almost all the activities that salespeople perform is in the hope of booking more meetings and connecting with more prospective customers.
Following on from our last two points, the aim of boosting your credibility and exposure is so salespeople can book more meetings leading to higher sales conversions and an increase in pipeline growth.
Here are a few things salespeople can do on LinkedIn to book more meetings:
- Engage with new LinkedIn connections
- Perform more thorough research on prospects
- Reach out to new leads on LinkedIn
All of these KPIs we’ve laid out can drastically help your sales team boost their sales on LinkedIn. Whether it be through boosting exposure, credibility, or the number of meetings. they all go a long way in increasing the number of sales.
By implementing some of the strategies we’ve recommended, we know that your sales team will find success in their future sales endeavors on LinkedIn.
To learn more about sales strategies on LinkedIn, visit Evyrgreen Networking for Teams to learn how you can leverage LinkedIn to generate sales for your company.
Evyrgreen Networking For Teams offers networking courses specifically for sales leaders who want their teams to leverage LinkedIn to produce leads and referrals for your business.
If you want to learn more about our course, set up a strategy session here: www.evyrgreen.com/talktous. We would love to help you get more out of LinkedIn!
If you want more tips on how to leverage LinkedIn for your business, check out our 30 LinkedIn tips booklet you can get here! For more helpful articles, check out the rest of our blog.