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You're struggling to measure the success of your social selling team. How can you improve?

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Social selling is a powerful way to connect with your prospects and customers, build trust, and generate leads. But how do you know if your social selling team is doing it right? How do you measure their performance and improve their skills? Here are some tips to help you answer these questions.

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James Roloff

Advisor | Simplifying Digital Strategy for B2B Firms | Helping You Build Authority & Close More Deals
Laura Lucchese

Helping teams see & build the future @ Lucid
Efrat Dekel

Helping Experts, Freelancers & Consultants Win Startup Clients | Business Advisor | LinkedIn Expert | Career Consultant…

1 Define your goals

Before you can measure anything, you need to have clear and specific goals for your social selling team. What are you trying to achieve with social selling? How does it align with your overall sales strategy? How do you define success and failure? Your goals should be SMART: specific, measurable, achievable, relevant, and time-bound. For example, you might want to increase your social media engagement by 20% in the next quarter, or generate 10 qualified leads per month from LinkedIn.

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Efrat Dekel

Helping Experts, Freelancers & Consultants Win Startup Clients | Business Advisor | LinkedIn Expert | Career Consultant | Lectures for Organizations on Entrepreneurship as a Career Choice
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You can use various tool to measure where conversation were initiate from as well as use tools to evalute various touch points with your prospects

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Start with a reality check of what you are currently doing and define your desired outcomes. For example, go to your LinkedIn activity and count your last 1) posts, 2) comments and 3) likes from the past month. Evaluate how satisfying this is and what as well as how you want to improve.

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2 Choose your metrics

Once you have your goals, you need to choose the metrics that will help you track your progress and evaluate your results. Metrics are the indicators that show how well your social selling team is performing. They can be divided into two categories: activity metrics and outcome metrics. Activity metrics measure the quantity and quality of your team's social selling actions, such as the number of posts, comments, likes, shares, messages, and connections. Outcome metrics measure the impact and value of your team's social selling efforts, such as the number of leads, opportunities, conversions, and revenue. You should choose the metrics that are relevant to your goals and reflect your team's contribution to the sales funnel.

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James Roloff

Advisor | Simplifying Digital Strategy for B2B Firms | Helping You Build Authority & Close More Deals
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There are activities and there are results. You need to track both. Activities include commenting, posting, and meeting with connections. Results include impressions, connections, and qualified leads.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Differentiating between activity and outcome metrics is of crucial importance. Ideally, they should match. If this is not the case, it makes sense to examine them individually to find out where the obstacles and possible solutions lie.

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3 Use the right tools

To measure your metrics, you need to use the right tools that can collect, analyze, and report the data. There are many tools available that can help you with social selling measurement, such as social media platforms, CRM systems, analytics software, and dashboards. You should choose the tools that are compatible with your team's workflow, easy to use, and provide accurate and actionable insights. You should also train your team on how to use the tools effectively and consistently.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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"If you can't measure it, it doesn't exist" - this also applies when it comes to deciding which tools to use. Taking different opinions into account is helpful when making a decision, however. For example, user-friendliness, the time factor, clarity and the metrics being tracked are important. Next step is about enablement and best practices to use the tools not only effectively but also consistently.

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4 Review and refine

Measurement is not a one-time thing. It is an ongoing process that requires regular review and refinement. You should monitor your metrics on a daily, weekly, or monthly basis, depending on your goals and resources. You should also compare your results with your benchmarks and expectations, and identify what is working and what is not. You should celebrate your wins, learn from your mistakes, and adjust your strategy and tactics accordingly. You should also communicate your findings and feedback to your team, and provide them with coaching and support to improve their social selling skills.

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5 Benchmark and compare

Another way to measure your social selling team's success is to benchmark and compare your performance with your competitors and industry standards. This can help you gain a better understanding of your strengths and weaknesses, and identify areas for improvement. You can use tools like LinkedIn's Social Selling Index (SSI) to measure and compare your team's social selling performance across four dimensions: establishing your professional brand, finding the right people, engaging with insights, and building relationships. You can also use other sources of information, such as reports, surveys, and case studies, to learn from best practices and trends in social selling.

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Laura Lucchese

Helping teams see & build the future @ Lucid
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Gamification is an effective way to combine fun and effectiveness of efforts. Especially when working in a small team, it is very easy to track measurements such as SSI, number of posts shared, total number of engagements and so on. However, before you start an "internal competition", make sure you know what you really want to measure. Otherwise, you might lose focus.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're struggling to measure the success of your social selling team. How can you improve?

1

2

3

4

5

6

1 Define your goals

2 Choose your metrics

3 Use the right tools

4 Review and refine

5 Benchmark and compare

6 Here’s what else to consider

Social Selling

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感谢您的反馈

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You're struggling to measure the success of your social selling team. How can you improve?

1

2

3

4

5

6

1 Define your goals

2 Choose your metrics

3 Use the right tools

4 Review and refine

5 Benchmark and compare

6 Here’s what else to consider

Social Selling

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感谢您的反馈

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