Sales professionals who use social media for selling are 51% more likely to exceed their sales quota and 3 times more likely to exceed their yearly sales quota. A brand's presence on social media introduces them to 81% of potential clients. Implementing a social selling program through LinkedIn Sales Navigator at a company led to 500 million+ USD in influenced deals, 350 million+ USD in won deals, and increases in new deals, CRM contacts, and the social selling index of users. The document provides advice for marketers on defining KPIs, change management, governance, technology enablement, and a structured implementation approach for social selling programs.

3. Buyers who influence or make the final
decision company wide are 128%
more likely to use Social Media for
Purchasing
The Link between Social and Selling
Source: IDC Report: Social Buying- 2014, LinkedIn Internal Data
A brand’s presence on social media is it’s
introduction to 81% of
potential clients
Sales professionals who use Social Media
for selling are:
• 51% more likely to
exceed their sales quota
• 3Xmore likely to crush
their yearly sales quota

4. Enterprise Social Selling Framework
• Define KPIs, Social Media Policy
• Align Brand Guidelines
• Audience Analysis, Content Readiness
• Pre-launch buzz
• Identification of Change champions
• Aligning leadership to the program
• Benchmarking KPIs
• Training
• Evangelizing benefits of program
• Adoption reporting
• Support
• Query Resolution
• Content dissemination
• Adherence to proprietary AUSIC framework
Pre-Launch Phase Execution Phase Post-Launch Phase

5. Ongoing Sales Navigator
based Communication
Marketing Led Change Management
to embrace social selling
Rewards and Recognition
Programs
Marketing Led Inter-
Functional Team

6. Sales Navigator Implementation Outcomes
Business Impact
• 500mn+ USD deals were influenced or supported by LinkedIn Sales Navigator
• 350mn+ USD won deals
HCL Sales Internal Survey
• 90%+ users agreed that LinkedIn Sales Navigator helped them discovering insights on
decision makers
• 19% increase in all-new deals, 51% increase in key multi-service deals
• 17% increase in the number of CRM contacts
LinkedIn Sales Navigator User Behavior
• 18% increase in Social Selling Index
• 200% increase in the number of InMails sent
• Users had 17 times more connections than the non-users

7. Advice for Marketers
Define KPIs before
initiating the program
Follow through with
Change management
programs
Maintain tight
Governance
parameters
Enable sales team with
latest technology
Follow structured
approach for
Implementation