LinkedIn is forever an underrated social media forum. However, the effectiveness of the substrate is not always easy to quantify. Enter the LinkedIn social sales index.
This handy gauge tells you exactly how effective you are as a social salesperson, while highlighting how you can improve. In this article, I’ll cover everything you need to know about the tool, how to use it properly, and how to improve your scores.
What is LinkedIn’s Social Sales Index?
Founded in 2014, LinkedIn’s Social Sales Index (SSI) measures how effective you are at social sales on the platform.
LinkedIn uses four factors to calculate SSI:
- creating a personal brand
- find the right people
- commitment to insights
- build relationships
Each factor is worth 25 points. Fill them all and you will get the perfect result.
There are several reasons to strive for a high social sales index. First, high scores increase reach on the platform. Although LinkedIn algorithm does not directly consider your SSI when determining message coverage, all of the individual factors used to calculate your SSI will help you reach a wider audience.
A high SSI can also lead to more connection requests and more people following you – which to establish you as a thinker in your industry and facilitates communication with decision makers.
LinkedIn provides information on some of these claims. According to them Social Sales Directory page, leading social vendors create 45 percent more opportunities than lower social vendors and 51 percent more likely to reach the quota. In addition, 78 percent of them sold their peers who do not use social media.
How to Find LinkedIn SSI Points
Finding an SSI on LinkedIn is easy. If you are already logged in to LinkedIn, follow the link below to see the score.
You can also access your SSI through Sales Navigator by going to Administrator and click User reporting.
Key dashboard information to look out for is:
- SSI points
- the score of each of the four components
- how SSI compares to your industry
- how it compares to your network
In the following, we discuss in detail what each of these metrics means.
LinkedIn Social Selling Index Metrics
As I mentioned above, LinkedIn uses four factors to calculate a social sales index: creating a personal brand, finding the right people, learning about insights, and building relationships.
But what does each of these metrics really mean?
Here you need to know.
Creating a personal brand
For this metric, LinkedIn reviews the completeness of your profile and the quality of the content you submit to the platform. Do you have a cover photo, a complete work history and recommendations? How many posts do you create and how many views and comments do these posts get?
Finding the right people
This information is heavily focused on Sales Navigator, making it difficult for free users to get good scores. LinkedIn wants you to use its tools to find the right people, reach them successfully, and create systems and automation to make your process smoother.
Commitment to insights
Are you by sharing popular content? If not, then you probably won’t get too high points on this metric. The more content you share and the more impressions, likes and comments it gets, the better your score.
Building Interpersonal relationships
The final metric concerns network management. It measures how often and successfully you reach people.
How to use LinkedIn’s social sales index
How useful is LinkedIn’s social sales index as a vanity measure? That is a fair question.
Some people like Andrew O’Hearn, doesn’t see much value in the tool. He believes SSI is LinkedIn’s way of pushing Sales Navigator.
Do we really want to reinforce the ‘keyboard command’ policies of some LinkedIn users who often don’t test their online assumptions in real (face-to-face) business-related online communities?
However, I think there are quite a few things you can do with SSI. Here are a few reasons to pay attention to LinkedIn’s social sales index.
Measure your own brand
Checking the SSI is a great way to understand the strength of the personal brand and take steps to improve it. After all, what is measured is controlled, and you may not realize how far you are behind your age until it is pointed out.
Because each improvement leads to better points, SSI also provides a way to play the process, making you much more likely to actually do it.
Identify areas for improvement
You may think you’re killing LinkedIn, but maybe you’re not creating enough new connections or posting enough valuable content. Either way, SSI can easily highlight areas for improvement.
Use it as a benchmark
Perhaps the best use for your SSI is a comparison tool. The tool automatically compares your profile with other people in your industry and network, so a quick glance shows your current location.
You can also use your personal points to track improvements and growth as a social salesperson. This is exactly what Microsoft did with their sales representatives. When they first ascended users to Sales Navigator, their median SSI was 48. After a few months of training and operation, their average SSI score rose to 56.
The impact of growth was multiplier. For those with a higher SSI, the odds increased by 37 percent, and each 10-point increase saw 4.3 more odds.
How to improve your SSI
No matter what your SSI score is, you definitely need to do something to improve it. Listed below are the top five strategies for improving SSI and increasing efficiency on the platform.
Fill out your LinkedIn profile completely
The first and easiest thing you should do to improve your social sales index is fill in your profile completely. There’s a lot to do here, so here are some jumps from points to get started.
- add profile picture
- fill in the Job Title
- add a useful, keyword-rich summary
- increase your training and skills
- solicit recommendations from colleagues and clients
- more examples of your work in the demo section
You’ll be amazed at how much your SSI score can jump just by filling out your profile correctly. However, be careful. You don’t want to include so much information that your profile becomes unreadable.
Whenever you add information to your profile, always ask yourself if people find it useful.
Connect with the right people on LinkedIn
You need a large network to succeed on LinkedIn. Remember that while quantity is important, so is its quality. This means you shouldn’t send invitations to random people. Instead, you take the time to find the right people.
This means people who:
- you feel personally
- are thinkers in your sector
- work in your field
- are the people you buy from or sell to
The more cohesion you have in your network, the stronger it will be.
Use LinkedIn files advanced search functions find the right people to keep in touch with. Some features are only available for premium accounts, but even free users can use filters to find the right people to stay in touch with and improve SSI.
You can also find related connections in My Network> People you may know.
Mail-quality content targeted to LinkedIn users
One of the easiest ways to improve your SSI class is to post quality content. This will enhance your personal brand, build relationships and connect with other users.
High quality content can be LinkedIn posts or you can try more advanced tactics.
Connect to your network and beyond
A great network is important, but so are they. You need to be regularly connected to your network to show the algorithm you are committed to building long-term relationships with.
Don’t just spam people with contact requests. Reach high and start following the thinkers in your industry. Practice their content thoughtfully and try to start a conversation. Make sure you also reply to anyone who comments on your posts.
Conversations are more important than ever on the platform. LinkedIn Reports a Growth of 43 percent from the previous year discussions during the third quarter of 2021. The more committed you are, the higher your SSI score will be and the more conversations will eventually take place.
Use Sales Navigator
One reason LinkedIn runs SSI is to encourage the deployment of Sales Navigator. In fact, it is impossible to get close to 100 without a paid subscription. If you are already a Sales Navigator user, you should take advantage of as many tools as possible.
Use the specially stored search function to automate the search for relevant people to communicate with.
Social Sales Index Frequently Asked Questions
Good LinkedIn SSI scores are over 70. Between 40 and 70 can be maintained, while less than 40 is bad.
A good SSI score can help increase your influence on the platform and ensure that you do all the things you need to become a good social seller.
LinkedIn updates the social sales index once a day.
LinkedIn uses four categories to calculate a social sales index: creating a personal brand, finding the right people, learning about insights, and building relationships. Each category is worth 25 points.
Conclusion of the social sales index
LinkedIn’s social sales index shows how effectively you use the platform. Given the importance of social sales in many B2B industries, such a view is crucial. It’s also a way to see how you compare to your industry competitors and find room for improvement.
By spending a little more time creating your profile, growing your network, and interacting with peers on the platform, you can send your SSI soaring. It can mean much more to lead and sales. So go out there and start working on LinkedIn harder for you.
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