Social Selling Education

Does the Social Selling Index Still Matter?

There are three things that companies are doing to successfully capitalize on social selling, namely:

  1. Executive alignment,
  2. Education, and
  3. Measurement

In this blog post, I would like to focus on the measurement component. Measurement helps you calculate your progress and it shows you whether you are adopting the right strategies.

The Social Selling Index is a tool that LinkedIn has developed to:

  • Help you measure how you are ranking, and
  • It measures your adoption rate of social selling behaviours.

LinkedIn measured the behaviours of successful reps on LinkedIn to the behaviours of less successful rate reps to try and figure out what the successful reps were doing. They then aggregated these metrics together to create a score. The higher your score, the more effectively you are adopting good social selling behaviours.

Many people wonder if the SSI scores actually matter – I can tell you that it does because it shows how successful you are at forging relationships on the platform. It can be challenging to develop relationships with busy decision makers, but a strong relationship with a champion at your target account can mean the difference between both closing and retaining a deal.

LinkedIn has done research that shows people who have an SSI score of 70% plus are showing double the results when it comes to signing new clients, securing meetings with decision makers and generating opportunities. These kinds of results start to add up.

LinkedIn research has also shown that only 1.4% of all global sales professionals fall into the social selling leaders category with an SSI score of 70%. These sales professionals are creating a competitive advantage for themselves, but there aren’t that many of them.

Are you interested in boosting your SSI score and improving your social selling techniques? Socialsellingeducation.com offers a range of instructor trainingsocial selling workshops and consulting services that can be customised for your business. Contact us for more information today.

May 21, 2018

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