How to Measure Social Selling Results


Share on LinkedIn

It all comes down to numbers right? I was told something very early on in my career “You can’t manage what you don’t measure”. When it comes to social selling, sales executives want to see the benefits of leveraging social intelligence during the sales cycle. Sales intelligence tools can make an impact on your revenue. B2B sales professionals that make the change are seeing great results. Even with this knowledge many sales executives are slow to implement applications that can make identifying new business and build pipelines faster. Part of this has to do with the concept of change.

“It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.” – Charles Darwin

Companies that have been leveraging social intelligence for the past couple years have been reaping the benefits of their efforts in an environment that has been changing quickly. Instead of relying on pure marketing tactics, they have enabled their sales teams with tools that have been speeding up prospect research times and outbound targeting.

social selling ROI Dashboards

Measuring Social Selling Impact

ROI Dashboards transform outdated sales team management tactics into actionable, rewarding, always-present information that allows sales professionals and their managers to monitor actual business results and progress any time. InsideView ROI dashboards are designed to help sales teams identify, track and report social selling activities that make meaningful impact on their business. This information enables constant monitoring and adjustment of tactics to achieve the greatest results. InsideView ROI dashboards deliver rich information across three key areas: leads, accounts and contacts, and opportunities.

“With ROI Dashboards, we were immediately able to track the value of our investment in social selling,” said Melissa Cole of Egencia. “In the first quarter, we were able to attribute millions of dollars in pipeline to social selling activities enabled by Insideview. We also used InsideView’s social media integration and people alerts to identify over 1,000 key decision makers at our premier accounts. With these dashboards, not only can we attach real business value to our social selling activities, we can also fine-tune our social selling strategies and best practices for optimal sales performance.”

Grow your sales pipeline with social selling.

Organizations are changing the way they collect information and contact prospects and customers – 98 percent say they waste their budget each year on inaccurate contact data. ( With data being poured into in the Internet everyday, there is no way lists of contact information should be cutting it anymore for sales professionals.

The age of lists and phonebooks are over for sales teams. The tools you need are out there on the Internet and social intelligence can bring it to you all in one package.

Companies have realized that a solid social media strategy is vital to the companies goals for revenue and growth. Emphasis still remains on common business goals like:

  • Customer retention
  • Customer acquisition
  • Customer profitability

Measuring the effects of social selling is no longer a difficult process. Leveraging an ROI dashboard that measures the pipeline of your sales team can bring huge results, just ask our customers.

Republished with author's permission from original post.

Koka Sexton
Koka Sexton, Social Selling Evangelist and Sr. Social Marketing Manager at LinkedIn, is one of the most recognized social selling experts in the technology industry. A career in helping companies use social media for lead generation, creating new opportunities, and engaging customers. READ MORE at the LinkedIn Sales Solutions blog.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here