Sales Manager Playbook for Sales Navigator Success.
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This document provides a playbook for sales managers to help their teams succeed with LinkedIn Sales Navigator. It includes tips for leading by example as a social seller, providing on-demand training to upskill the team, measuring and managing social selling metrics, and gamifying activities to incentivize success. Key recommendations include establishing a professional personal brand, finding the right contacts, building relationships, facilitating introductions, coaching reps based on their profiles and outreach, and highlighting top performers in a monthly newsletter. The goal is for managers and their teams to leverage LinkedIn effectively throughout the sales process.
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- 1. Sales Manager Playbook for Sales Navigator Success Tom Newman Senior Relationship Manager – Global Accounts LinkedIn Sales Solutions
- 2. 2 Building a best-in-class Social Selling Team • Leading the way as a Social Seller • Up Skilling Team with On Demand Training • Measuring & Managing Usage • Gamifying & Incentivising to Drive Success
- 3. Leading the way as a Social Seller
- 4. 4 Understanding your Social Selling Index linkedin.com/sales/ssiMEASURING SOCIAL SELLING
- 5. 5 Establish your Professional Brand Top Tips: • Professional photo • Compelling headline • Interesting summary • Add rich media
- 6. 6 Find the Right People I save the top 2-5 accounts of my reps so I can help them penetrate deeper and use my network to help.
- 7. 7 Engage with Insights I love the insights on my saved leads and saved accounts. Using it every day helps me more effectively coach my Reps and help leverage my network for additional options into an account.
- 8. 8 Build Relationships Top Tips: • Personalise requests • Connect after interacting • Thank after connecting
- 9. 9 Lead the way Pro-Active Introductions Build a targeted list of your Reps customers and see who you know and how you can connect them.
- 10. 10 Lead the way Account Penetration Continually run TeamLink searches to understand if your connectivity with target or key accounts is increasing .
- 11. Up Skill Team with On Demand Training
- 12. 12 Curriculum for New Users https://www.linkedin.com/sales/training?link=.%252 fDeepLink%252fProcessRedirect.aspx%253fmodul e%253dloRegisterAndLaunch%2526lo%253dd745 863d-1435-4a72-b095-347bda5e1f4e
- 13. 13 Advanced Training for Experienced Users Resources: • Tip sheets • Self-paced tutorials • Live hosted webinars
- 15. 15 Admin Dashboard for Monitoring Usage Focus On: • Unique daily log-ins • Saved leads & accounts • Searches performed • Profiles viewed • InMails sent
- 16. 16 Desk-Based Coaching on Quality of Usage Review: • SSI • Which accounts saved • Type of leads saved • Style and content of InMails
- 17. 17 Social Selling is a Team Sport Top Tips: • Identify top users • Promote them to admins • Identify low users • Have your top users coach
- 18. 18 1-2-1 Meetings Checklist Review: • Their Profile • The quality of the InMails sent • TeamLink introductions • Number of saved accounts & leads
- 19. 19 1-2-1 Meetings Deal Support When a deal gets stuck, I use the company’s Account page to surface lead recommendations and Insights to help my team develop Alternative strategies. We use 1:1’s to test how well connected they are in their accounts.
- 20. Gamifying & Incentivising to Drive Success
- 21. 21 Gamifying & Incentivising SSI How: • SSI tracked in admin console • Top SSI/ change in SSI highlighted in newsletters and sales kick offs • Top SSI Reps invited to social selling steering group
- 22. 22 Gamifying & Incentivising Best Profile How: • Set date for profile reviews • Winning profile highlighted internally as best-in-class • A senior executive to write a recommendation on winning profile
- 23. 23 Gamifying & Incentivising Territory Planning How: • Set date for saved lead and account reviews • Reps with 10+ accounts and 20+ leads saved entered in to a draw for • A senior executive to write a recommendation on winning profile
- 24. 24 Gamifying & Incentivising TeamLink How: • TeamLink stories submitted each month • Best stories highlighted in monthly newsletter • A senior executive to write a recommendation on winning profile
- 25. 25 Gamifying & Incentivising InMail How: • TeamLink stories submitted each month • Best stories highlighted in monthly newsletter • A senior executive to write a recommendation on winning profile
- 26. 26 Lighting Up & Sharing Success Monthly Newsletter Include: • TeamLink success stories • InMail success stories • Top SSI scores and changes • Sales Navigator tips • Links to social selling articles • Commentary from a senior executive