In this episode, the KING of Social Selling, Daniel Disney, digs into the important but often challenging topic of how to measure the effectiveness of social selling activities. He provides tangible strategies for tracking revenue and opportunities generated via social selling platforms like LinkedIn.
Key Discussion Points:
- The most critical metric to track is total sales revenue originating from social selling activities (00:02:14). Capture this data in your CRM by customizing lead source fields.
- Also track the number of new opportunities generated via social platforms over time (00:04:03). Again, leverage your CRM to capture this.
- Use LinkedIn's built-in Social Selling Index (SSI) as an additional tracking metric for social selling success. This index rates your overall social selling effectiveness on LinkedIn on a score out of 100 (00:05:40).
- Try to track specifics beyond general social selling metrics where possible, e.g. opportunities from LinkedIn messages vs posts, inbound vs outbound opportunities (00:08:26). This allows you to dig deeper into what social selling tactics work best.