Sales Manager Playbook for Sales Navigator Success.
-
Upload
tom-newman -
Category
Social Media
-
view
475 -
download
1
Transcript of Sales Manager Playbook for Sales Navigator Success.
Sales Manager Playbook for
Sales Navigator Success
Tom Newman
Senior Relationship Manager – Global Accounts
LinkedIn Sales Solutions
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
Leading the way as
a Social Seller
4
Understanding your Social Selling Index
l inkedin.com/sales/ssiMEASURING SOCIAL SELLING
5
Establish your Professional Brand
Top Tips:
• Professional photo
• Compelling headline
• Interesting summary
• Add rich media
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
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
Build Relationships
Top Tips:
• Personalise requests
• Connect after interacting
• Thank after connecting
9
Lead the way Pro-Active Introductions
Build a targeted list of your Repscustomers and see who you know and how you can connect them.
10
Lead the way Account Penetration
Continually run TeamLinksearches to understand ifyour connectivity with target
or key accounts is increasing .
Up Skill Team with
On Demand Training
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
Advanced Training for Experienced Users
Resources:
• Tip sheets
• Self-paced tutorials
• Live hosted webinars
Measuring &
Managing Usage
15
Admin Dashboard for Monitoring Usage
Focus On:
• Unique daily log-ins
• Saved leads & accounts
• Searches performed
• Profiles viewed
• InMails sent
16
Desk-Based Coaching on Quality of Usage
Review:
• SSI
• Which accounts saved
• Type of leads saved
• Style and content of InMails
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
1-2-1 Meetings Checklist
Review:
• Their Profile
• The quality of the InMails sent
• TeamLink introductions
• Number of saved accounts & leads
19
1-2-1 Meetings Deal Support
When a deal gets stuck, I use the company’s Account page to surfacelead 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.
Gamifying & Incentivising
to Drive Success
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
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
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
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
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
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