Social Selling Index Breakdown

How is SSI calculated?

LinkedIn ran a global study of 4,188 B2B sales professionals in Q4 2014 and asked respondents how they performed against quota in Q3. Note that active job seekers and usage outliers were excluded.

We then matched respondents to their LinkedIn profiles and analyzed their usage habits. We determined how top-performing reps used the website to help them exceed quota. The formula behind SSI is based on what these reps do.

Create a professional brand Establish a professional presence on LinkedIn with a complete profile

Profile completeness Multimedia on profile, cover photo* Endorsements Long form posts* & followers from posts*

Find the right people Prospect efficiently with powerful search and research capabilities

People searches (on LinkedIn.com or in Sales Navigator*)

Lead Builder* / Advanced people searches (in Sales Navigator*)

Profile views (on LinkedIn.com or in Sales Navigator*)

Prospecting profile views (third degree or out of network) Inbound profile views Leads saved* (in Sales Navigator*)

Days active (on LinkedIn.com or in Sales Navigator*)

Engage with insights Discover and share valuable information to initiate or maintain a relationship

Shares (short form posts)

Engagements given and received (likes, comments, reshares)

Engagements received on long-form posts (likes, comments, reshares)

Messages sent + InMail response rate* (multiple types)

Groups joined Accounts saved* (in Sales Navigator*)

Research views* (account page views + homepage scrolls in Sales Navigator*)

Build strong relationships Expand your network to reach prospects & those who can introduce you to prospects

Connections VP+ connections Internal connections (with other coworkers) Acceptance rate for connection requests sent*

*Starred metrics are new to the third, 2015 version of SSI

Showcase your skills

Create a professional brand

Share your professional knowledge

Write long-form posts to share your professional knowledge

Complete your profile

Aim for 100% profile completeness

Add multimedia & a cover photo

Post examples of your work, a presentation video, etc.

Add skills to show prospects how you can help

Check who viewed you

Find the right people

Expand your viewing

Use Lead Recommendations to find even more prospects at your accounts

Your activity drives views of your profile. Engage with relevant people who look at you.

Proactively search

Use Lead Builder to search with filters that reflect the way you naturally prospect

View potential prospects & save leads

View details of potential prospects & save leads that you want to receive updates on

Engage with insights

Reach out to prospects

Share valuable information

Post relevant content that can help you become a trusted source of insight

Save & research accounts

Save accounts to receive sales alerts; further research prospects on account pages & in groups

Engage with your network

Share, like, and comment on content posted from your network

Reach your prospects with InMails, connection requests, and other messages

Build strong relationships

Focus on decision makers

Focus on connecting to senior level people at your prospects and customers

Connect with contacts

Connect with your network and with prospects after introductions

Connect internally & leverage TeamLink

Your colleagues will be able to provide you warm introductions