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LinkedIn KPI’s you might want to track for your team

When you think about KPI’s at an organisational level there is always the challenge that you cannot see as much of the data you would like, as it resides at an individual level within each user’s account.

There are a range of KPI’s that you could track personally, collectively, or even through a Sales Navigator console that might help you, and I have compiled a list for you to think about collecting and what is most appropriate for you.

The KPI’s you choose will depend on your desired outcome from LinkedIn, as it can be used for many different things. The many uses make different parts and measures more appropriate (obviously if you need some input from me just shout).

  • LinkedIn SSI (LinkedIn Social Selling index) – A good general indicator, but more about what LinkedIn wants to see you doing to drive LinkedIn’s revenue, as opposed to yours!
  • Profile views – The best single inclusive indicator of overarching LinkedIn performance as this will include profile, search, posting, interaction and more in one indicator.
  • Appointments sourced – Using LinkedIn search and real networks to book calls, ideally tracked through your existing CRM or other lead capture systems.
  • Booked revenue – Of course the best metric for sales, but source of lead will always prove difficult to prove as people will read posts from LinkedIn, be reminded of value propositions / impact, and then get in touch – if the team do not ask source, it will be lost.
  • Views of posting – You can only get from the individual account or using 3rd party optional tool, possibly not worth investment, but you might think about using internal competition to drive this.
  • Staff tracking – Available to any user to track nominated people for increased vision of their LinkedIn use, posting, and interaction)
  • Frequency of posting – Can track from your LinkedIn Sales Navigator account across the business easily if deployed but can be tracked manually by looking at the team’s individual profiles.
  • Profile completeness – How reflective are the profiles of the team and leadership against the external perception or value they represent (you can always try our free test here)

As part of your KPI’s you might also want to consider that some of the activity is branding related to the wider marker (so impressions matter), whereas others are more sales focused (booked revenue) and hence you might track different business functions differently.

As you can see from the above there are some diverse measures there which you can use, some easier to access than others, but you can track, measure and, from my experience, when you measure and tell people how they are doing you motivate and drive out much better results – but if you need some help from us just ask.

12 October 2023



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