1. How is SSI calculated?
LinkedIn ran a global study of 4,188 B2B sales professionals in Q4 2014 and asked respondents how they performed
against quota in Q3. Note that active job seekers and usage outliers were excluded.
We then matched respondents to their LinkedIn profiles and analyzed their usage habits. We determined how top-
performing reps used the website to help them exceed quota. The formula behind SSI is based on what these reps do.
Create a professional brand
Establish a professional presence
on LinkedIn with a complete profile
Profile completeness
Multimedia on profile, cover photo*
Endorsements
Long form posts* & followers from posts*
Find the right people
Prospect efficiently with powerful
search and research capabilities
People searches (on LinkedIn.com or in Sales Navigator*)
Lead Builder* / Advanced people searches (in Sales Navigator*)
Profile views (on LinkedIn.com or in Sales Navigator*)
Prospecting profile views (third degree or out of network)
Inbound profile views
Leads saved* (in Sales Navigator*)
Days active (on LinkedIn.com or in Sales Navigator*)
Engage with insights
Discover and share valuable information to
initiate or maintain a relationship
Shares (short form posts)
Engagements given and received (likes, comments, reshares)
Engagements received on long-form posts (likes, comments, reshares)
Messages sent + InMail response rate* (multiple types)
Groups joined
Accounts saved* (in Sales Navigator*)
Research views* (account page views + homepage scrolls in Sales Navigator*)
Build strong relationships
Expand your network to reach prospects &
those who can introduce you to prospects
Connections
VP+ connections
Internal connections (with other coworkers)
Acceptance rate for connection requests sent*
*Starred metrics are new to the third, 2015 version of SSI

2. Showcase your skills
Create a professional brand
Share your professional knowledge
Write long-form posts to share your professional
knowledge
Complete your profile
Aim for 100% profile completeness
Add multimedia & a cover photo
Post examples of your work, a presentation video,
etc.
Add skills to show prospects how you can help

3. Check who viewed you
Find the right people
Expand your viewing
Use Lead Recommendations to find even more
prospects at your accounts
Your activity drives views of your profile. Engage with
relevant people who look at you.
Proactively search
Use Lead Builder to search with filters that reflect the
way you naturally prospect
View potential prospects & save leads
View details of potential prospects & save leads that you
want to receive updates on

4. Engage with insights
Reach out to prospects
Share valuable information
Post relevant content that can help you become a
trusted source of insight
Save & research accounts
Save accounts to receive sales alerts; further research
prospects on account pages & in groups
Engage with your network
Share, like, and comment on content posted from your
network
Reach your prospects with InMails, connection requests,
and other messages

5. Build strong relationships
Focus on decision makers
Focus on connecting to senior level people at your
prospects and customers
Connect with contacts
Connect with your network and with prospects after
introductions
Connect internally & leverage TeamLink
Your colleagues will be able to provide you warm
introductions