Is Your Sales Team Maximising LinkedIn Sales Navigator?

Is Your Sales Team Using Your LinkedIn Sales Navigator Investment?

Maximize Your LinkedIn Sales Navigator ROI: Tips for Sales Teams to Boost Engagement and Track Success

LinkedIn Sales Navigator (aka Sales Nav) is an essential tool for modern sales teams, offering deeper engagement opportunities to potential leads at your target accounts.

Typically, we see Sales Nav being used as a directory of decision makers for sales people to make direct contact via Messages, Inmail or Email.

Nowadays it is so much more than this.

To maximise the return on investment (ROI) from this platform, it’s crucial to ensure that your team is using the key features daily. And it starts with setting it up correctly.

It can be challenging for budget holders to know if their team are making the most of your Sales Navigator investment, so this blog will help you to understand what to be looking out for.

LinkedIn will be encouraging you to see the value of your LinkedIn Sales Navigator licences through the use of Inmails. However, this is like asking your sales team to email via LinkedIn. In many cases, it is ineffective.

Measure the right metrics

Important KPIs include;

Saved leads
Connections accepted
Lead nurturing activities (Identified by SSI)

Regularly exporting data and analysing it can help in tracking these metrics effectively.

Training your Sales Teams to use LinkedIn Sales Navigator

Sales Navigator has become more complex over time, and often sales people are given it without training on the best utilisation. Even with training, it requires ongoing training and reminders so they continue to get the most out of the platform.

Outside of Sales Navigator, some best practice Linkedin will help them get better results. Eg. Optimising their LinkedIn profile page, and posting original posts.

The key areas sales people should focus on in Sales Navigator

Target prospects – Advanced search filters should be used to identify and target the most relevant leads. Start with the account first and engage with 2nd degree and most active first, not the final budget holder.
Save & Nurture Leads – This is crucial for gaining the attention of potential clients. Salespeople should look at the activities of their leads in their home page, such as recent promotions or relevant posts. Engage with leads by liking and commenting on their posts and build a relationship before making a sales pitch.
Strategically connect with the wider buying group – In today’s sales environment, with long sales cycles and multiple decision makers it’s often necessary to connect with a broader buying group. Your team should connect with multiple profiles across your target account building relationships with multiple stakeholders.

Manage and support your team

Stay updated with new features and best practices. Sales Navigator is a powerful tool, and one which takes a bit of experience to use to best effect. It’s a paid service and LinkedIn updates and improves it regularly. Keep your team on top and effective, with regular training sessions and workshops.
Be open to feedback and be ready to easily adapt. Collect feedback from the sales team on their use of Sales Navigator and adjust strategies accordingly. This approach helps in refining tactics and improving overall performance.

Setting clear goals Define what success looks like for your sales team with Sales Navigator. Setting clear, measurable, and achievable goals is crucial for tracking progress and ROI.

Tracking performance Use data from the admin section, which can be exported for better analysis to Tableau or Power BI is an easy way to track Sales Navigator performance. Analyse data to identify who is using it consistently and gaps in their usage.

Expect to repeat the training Not everyone trusts the process initially which can be self-fulfilling. Continuous training, and sharing success from peers ensures that your team will adopt best practices and gain better results while efficiently using their time on LinkedIn.

Optimize Your LinkedIn Sales Navigator ROI

If you would like us to review your Sales Navigator stats and help you understand what gaps your team might have with their use of the platform, get in touch with us today.

Request a Sales Navigator Review