If you’re a professional – in sales, marketing, finance, etc. – LinkedIn’s Social Selling Index score is one measurement of your social media and networking progress. You can get yours instantly here.

Why Does It Matter?

Let’s give you a backstory on this through an incredible data point which is largely ignored by most in the sales and social world.

Back in September 2014, LinkedIn released the results of a survey of 1500 B2B buyers and asked them (and I paraphrase here) what attributes they look for in sales professionals on LinkedIn. The top answer really shouldn’t be a surprise to anyone: buyers want to work with thought leaders.

Ladies and gentlemen, I present Exhibit A.

B2b Purchasers - Likelihood to Engage

While some may brand the term “thought leader” as a PR buzzword, you can’t ignore that buyers are increasingly choosing to – and are naturally attracted to – people that know their stuff. Prospects don’t buy from salespeople, they buy from experts. And I really do believe all of us in sales have expertise around our products/services/solutions and how they can benefit prospects.

So, what does all of this have to do with the SSI Score?

The SSI Score is out of 100 and weighted equally across 4 areas:

1. Establishing your professional brand.

2. Finding the right people.

3. Engaging with insights and;

4. Building relationships.

Basically, it’s everything you already know you should do in sales overall, but now capturing these metrics with your social presence.

What’s In It For You? Your Brand!

There’s no accident in trying to measure the effectiveness of your professional brand. That’s very much by design.

By working on the other 3 areas, you will naturally build your brand. It’s a foregone conclusion at that point. If you’re finding the right people, educating and engaging them with insights, working to build more fruitful relationships, you’re pulling all the right levers to impact your brand.

The Reality and Opportunity

This is going to sound harsh: most sales professionals are too shy to be active outside of their routine. They’re simply not going to take the time to do all of the things required to convey their expertise online.

For those of you that realize this, you’re in luck. By getting involved in the game now, you’ll leave competitors – and peers – in the dust. It’s already happening. There are organizations where certain sales professionals just won’t budge. They’re stuck to their ways. Don’t be one of these people. It will have drastic and negative impacts for your career.

The Crown Jewel & The Cherry On Top

It doesn’t matter how you slice the cake, if you’re social, your LinkedIn SSI score will show it. You’ll build a brand which will ultimately bring more credibility to you, helping to give buyers more faith and confidence in your skills and expertise.

Capture this moment. The runway for having an advantage is shrinking.

How’s your brand online? Be honest! Tweet me your thoughts @AmarSheth or connect with me on LinkedIn to collaborate further.

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Amar Sheth

Author: Amar Sheth

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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