In the past, we’ve discussed many ways LinkedIn can help sales professionals fill their pipeline and drive business. One of these tools is LinkedIn Sales Navigator – offered exclusively to Premium users to unlock key features that would otherwise be unavailable to a regular user.
Technology is not enough on its own to affect real behavior change in a sales organization, especially when it comes to early adopters; the same concept is true for LinkedIn Sales Navigator, as well. Simply investing in the tool without committing to help your reps understand and adopt the Sales Navigator might leave you missing out on the results you expected to achieve. To be effective, you must be willing to invest not only in product training, but sales training, too.
Sales training is a challenge. In large organizations where reps are distributed throughout the company, getting everyone to adopt new behaviors is a significant feat. But sales enablement technologies are built to guide, coach and create process – not to provide a quick fix for a real business challenge.
Add in cost, time, and the fast-paced nature of the B2B technology space, and many sales leaders just cannot commit to making the investment worthwhile. Here we end up with technologies that don’t capture the ROI they anticipated.
But there’s a better way. With the right blend of technology and guided best practices, salespeople learn the right behaviors over time and embrace new technologies.
When LinkedIn Sales Navigator is used optimally and regularly by your sales reps, you can see some powerful results. By using LinkedIn Sales Navigator coupled with PeopleLinx, the Sacramento Kings do a great job at leveraging the right blend of technology and guided best practices to achieve success.
“My entry-level rep was able to get into a very powerful law firm in town and get to a decision maker 10 times faster than they would have had they gone the traditional cold call route. With LinkedIn, they were able to locate and get the ear of the decision maker on the first attempt.” — Phil Horn, VP of Ticket Sales and Service, Sacramento Kings
Here are 5 steps to creating a training program that makes the most of your LinkedIn Sales Navigator investment:
- Include a quick tip on how to use the tool in an internal newsletter. Reps are already checking their email – take this opportunity to provide value to them in bite-sized pieces that they’ll look forward to.
- Host a weekly or monthly webinar on different LinkedIn Sales Navigator features, to teach reps something new and keep them engaged. With any new technology, there’s a lot to learn. Help reps leverage Sales Navigator by hosting a regular webinar series to ensure that they are consistently reminded of the tool and what it can perform to improve their sales process.
- Consider investing in a sales training program from an external source. Training requires someone in the company – likely a sales manager – to commit to planning and executing the training. If you don’t have the time, but you do have the budget, look to bring in a sales training company to help you drive organization-wide change.
- Set your success metrics. To drive ROI on Sales Navigator, you need to know which measurable factors are most important. You could record your sales reps’ Social Selling Index scores now, and then refer back to it on a monthly basis to see how they have improved. Another possible metric to see is the sales activity since originally investing in the tool – think number of emails sent or meetings booked.
- Get feedback from the sales team about the tool. At the end of the day, you’re investing in sales technology for your reps. The best way to analyze if Sales Navigator is driving the results you want is by asking your team. Setting up a monthly or quarterly meeting with your reps to get feedback on what’s working well and what needs improvement may allow your business to grow sales and reach new heights.
Interested in expanding social selling efforts and increasing sales throughout your organization? Schedule a free, live demo of PeopleLinx.