Learn how to increase your Social Selling Index by excelling at The 4 Pillars of Social Selling: --Creating a professional brand --Finding the right people --Engaging with insights --Building strong relationships Sales reps who master these four areas are 51% more likely to exceed their quota. We'll explore what each of these pillars means for you, and we'll equip you with the statistics and hard hitting facts you need to show your executive teams how social selling done right drives your performance to the next level.

2. How Top Teams Win in Today’s Dynamic Social Selling
Environment
Dana Feldman
Head of SMB Sales Solutions, ANZ
LinkedIn
Tim Mullen
Senior Strategy Manager, Business
& Private Banking
Commonwealth Bank
Dan Lurie
Insights Manager, Sales Solutions
LinkedIn

3. Which attendees have adopted social selling the most?
5
Stefano Masiello
Marketing Director ANZ, NGA Human Resources 84
4
Tim Mullen
Senior Strategy Manager, Commonwealth Bank 86
2
Mark Clough
Director, BBC Digitial 88
3
Paul Weingarth
Head of Sales – Australia, PayPal 86
1
Nicholas Flood
Market Segment Manager at IBM 90

4. Transforming into a social selling organization
Implement
a program
Measure
the right metrics
Track & Manage
to drive change

5. Measure
the right metrics

6. Serendipity to Science

11. Cold Call
Volume
Social Selling
Index

12. Laggards
1000
Leaders
The Social Selling Index (SSI) measures how well your
team has embraced social selling

13. We identified activities that are predictive of rep success
More predictive
activities
Connection requests
Engagements (rec.)
Internal connections
VP + connections
Connections
People searches
Inbound profile views
Endorsements (rec.)
Engagements (given)
Advanced searches
Profile length
Shares
Groups followed
Profile completeness
PV
Rich content on profile
Prospecting PV
InMails sent
Companies followed

14. SSI leaders create
45% more opportunities per quarter
than SSI laggards.
SSI leaders are
51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
So that SSI is predictive of sales success

15. Each of the four categories is scored from 0 – 25 making up a maximum total score of 100; LinkedIn’s Social Selling Index
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index (SSI)

16. Create a professional brand
Find the right people
Engage with insights
Build strong relationships
17.5
9.7
5.0
18.9
Social Selling Index 51.1
Social Selling Index measures adoption
of LinkedIn social selling practices on a
0-100 scale
Performance on four key dimensions,
each worth 25 points
CBA
Sales Navigator Users
SSI measures your performance across the four pillars of
social selling

18. 23 22 16 2586

19. Implement
a program

22. Purpose
Strategy

32. Track & Manage
to drive change

33. As they adopted social selling, Tim’s team saw a dramatic
increase in their Social Selling Index
Tim's team ANZ FINS
+ 79%
28.5
51.1

34. It’s hard to transform an entire organization - Tim’s team
has some who are just starting to adopt social selling
Distribution of SSI of Tim’s team
0 10 20 30 40 50 60 70 80 90 100
SSI
Tim’s
Team avg

35. But Tim’s team is far ahead of most sales professionals
Distribution of SSI of all sales professionals
0 10 20 30 40 50 60 70 80 90 100
SSI
World
avg
Tim’s
Team avg

36. Sales Connect attendees have adopted social selling
similarly to Tim’s team
Distribution of SSI of Sales Connect attendees
0 10 20 30 40 50 60 70 80 90 100
SSI
Room
avg
World
avg

37. 3/1/2014 1/1/2014
+48%
+36%
For CommBank, the largest increases were in creating a
professional brand and building relationships
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+75%
+14%

38. Create a professional brand
Find the right people
Engage with insights
Build strong relationships

39. Target Connectivity Competition Change
Relationship Flows

40. SENIORITY:
CXO
COUNTRY:
Australia
Target
TARGET BUYER
SIZE OF COMPANY:
Mid-Market
(200 – 1000 employees)

41. SENIORITY:
CXO
COUNTRY:
Australia
SIZE OF COMPANY:
Mid-Market
(200 – 1000 employees)
Target

42. 25%
30%
26%
21%
17%
Industry #1
Industry #2
Industry #3
Industry #4
Industry #5
Connectivity
How Connected Are We to Key Industries?

43. 21%
22%
22%
18%
15%
Competition
Competitors
How Do we Compare to our Competitors?
Industry #1
Industry #2
Industry #3
Industry #4
Industry #5
25%
30%
26%
21%
17%

44. +7%
+8% +8%
+11% +11%
+5%
+15%
+13%
+24%
+15%
Competitors
Change
Industry #1 Industry #2 Industry #3 Industry #4 Industry #5
Are We Gaining or Losing Ground?

45. Overview Account level
In
your
bag
Ask
your
rep

46. If you can’t measure it,
you can’t manage it.
- Peter Drucker

47. It’s time to
start running