What is your score and what does it measure?

I have been using LinkedIn Sales Navigator for almost two years. Something I was always fascinated with is The Social Selling Index, (SSI). Prior to getting started with LinkedIn Sales Navigator I went through training. The first tool the trainer pointed out was the Social Selling Index.

At the time I was rated at 71 and was assured by the LinkedIn Trainer that was a very good and high score this measure. But what did it all mean?

The SSI is a combination of scores and rankings that is AI infused that measures your social selling activity. For example, it monitors your activity of liking articles posted, it monitors your networking circle, if it is growing, it also monitors your posts on LinkedIn and on Sales Navigator.

It was interesting on what the SSI measures and how it correlates four major goals pertaining to your sales efforts. According to Microsoft the four elements measured and the goals are stated below.

Four elements of social selling

LinkedIn measures your social selling efforts. Here’s what adds up to your score and ways to improve them.

1. Establish your professional brand

Complete your profile with the customer in mind. Become a thought-leader by publishing meaningful posts.

2. Find the right people

Identify better prospects in less time using efficient search and research tools.

3. Engage with insights

Discover and share conversation-worthy updates to create and grow relationships.

4. Build relationships

Strengthen your network by connecting and establishing trust with decision makers.

This being stated, I started to work on my presence on LinkedIn. I have been supporting and selling Microsoft Dynamic’s for over 15 years. My goal was to be a thought leader in the space because I love the suite of product and helping clients with their digital transformation goals.

Therefore, I started changing my behavior by working on growing my SSI. The first year was a bit of a transitionary period for me. I never saw the index climb beyond 74, which was a great score, although, I realized I was not doing enough socially to raise it higher.

I decided if I wanted to get to my objective I would need to started posting on LinkedIn, therefore, I also started commenting on other’s blogs, and I started to write my own articles and point of views on topics where I felt I could help educate others.

The Result; Slowly my score started creeping upwards. The reason I wanted to become so diligent with this behavior on LinkedIn is because I do believe in the stated value of having a very high SSI.

The Value of having a high Social Selling Index.

1. Social selling leaders create 45% more opportunities than peers with lower SSI.
2. Social selling leaders are 51% more likely to reach quota.
3. 78% of social sellers outsell peers who don’t use social media

This is very much worth the effort, so I became dedicated to this behavior, and I am slowly realizing the above stated benefits.

How do you get to the SSI Scoring and what does it look like?

If you go to the top of menu on LinkedIn, (you must have LinkedIn Sales Navigator) you click on the Sales Navigator icon.

After the page renders if you look to the right upper quadrant on the page you will view the summary of your social selling index.

It doesn’t end with this score, if you click on the number section you will see several amazing analytics.

As you can see my score is raising, now at 84%, and by the way, my ability to assist our group and my primary colleague the ability to reach their sales quotas. My team achieved over 100% this year. In addition, the person I work most closely with on all opportunities achieved 117% this year.

The more important goal is I have slowly changed my behavior on LinkedIn and am networking with more individuals, collaborating and exchanging ideas. My objectives of being domain expert and a thought leader are coming true. My investment in time maybe 2 hours a week. Trust me it is worth the effort.

Be Cheerful!

Steve