Sales Navigator usage reports can help admins understand how users on their account engage with key Sales Navigator features at an aggregated or individual level. Usage insights can help admins identify adoption strategies, develop training plans, and measure ROI.
Certain metrics are only available for Advanced or Advanced Plus admins who purchased Sales Navigator through a LinkedIn account representative. These metrics can only be provided by LinkedIn account representatives, and they aren’t included in the usage reports that admins can generate directly from the admin view.
The metrics in this article offer aggregated and individual-level insights into how users on your account interact with Sales Navigator features. For example, admins can request a report showing:
- What percentage of a team has used a feature, sorted by job function or title.
- Which individual users have used a feature or are engaging in a Sales Navigator Best Practices behavior most frequently.
Request a usage report
If you’re eligible to access the metrics in the following tables, contact your LinkedIn account representative directly to request a report.
Here's a tip
If these metrics aren’t available to you, try creating a usage report from your admin view with other available metrics.
Platform or feature-specific usage metrics that can only be provided by a LinkedIn account representative
The metrics in the following table measure specific actions taken in Sales Navigator, such as using a certain feature.
| Metric | Definition | Category* |
|---|---|---|
| User-level last Sales Navigator login date | The most recent date that the user was active in Sales Navigator | Not applicable Not applicable |
| User-level Sales Assistant setup completed date | Date that the user completed Sales Assistant setup | |
| User-level Sales Navigator days active (daily logins) | Daily login activity for each user | Fundamental usage |
| User-level Sales Assistant good fit marked | Number of recommended leads that a user marked as a Good fit through Sales Assistant | Find the right people |
| User-level Sales Assistant good fit marked rate | Percentage of recommended leads that a user marked as a Good fit out of all leads that they gave feedback on (marked as Good fit or Not a fit) through Sales Assistant | |
| User-level Account IQ usage impressions – within Sales Navigator | Number of times that Account IQ insights within Sales Navigator were displayed to a user | Elevate every conversation |
| User-level Account IQ impressions – within CRM Embedded Experiences | Number of times that Account IQ insights within CRM Embedded Experiences were displayed to a user | |
| User-level Lead IQ impressions | Number of times that Lead IQ insights were displayed to a user |
More aggregated usage statistics may be available from your LinkedIn account representative, such as Account IQ impressions and Relationship Maps added.
*Category definitions
The usage metrics in your report are grouped into categories intended to provide insights about different aspects of Sales Navigator usage. View an explanation of each category in the following table.
| Category | What it measures |
|---|---|
| Fundamental usage | Reflects the time active on the Sales Navigator and LinkedIn platforms |
| Find the right people | Activities to help uncover high-quality leads faster |
| Engage effectively | Activities to help connect and turn relationships into revenue |
| Elevate every conversation | Activities to help enhance every customer conversation |
| Overall effectiveness | Measures a user’s utilization of Sales Navigator and LinkedIn as a selling tool, or experience and mastery level in Sales Navigator |
Best Practices usage metrics that can only be provided by a LinkedIn account representative
The metrics in the following table are associated with the Sales Navigator Best Practices. Best Practices metrics often include a combination of Sales Navigator and LinkedIn actions that act as a benchmark to measure the recommended selling behaviors associated with each Best Practice. The time frame for these metrics is 90 days, unless otherwise noted.
| Best Practices metric | Definition |
|---|---|
| Book of Business | 25 or more accounts saved within a two-year period. |
| Focus on top accounts | 40 or more account prioritization activities, including account searches,** lead searches, Account Hub visits, and Account IQ views. |
| Find the right buyers | 25 or more decision makers (members with Director-level or higher seniority) connected within Sales Navigator, sent a Sales Navigator InMail or a LinkedIn or Sales Navigator message, or saved as a lead in Sales Navigator. |
| Find warm paths in | Five or more warm paths in were sent a Sales Navigator InMail or a LinkedIn or Sales Navigator message, saved as a lead in Sales Navigator, viewed as a LinkedIn or Sales Navigator profile view, or sent a connection request in Sales Navigator. Warm paths in are also known as Hidden Allies, which are defined as 1st-degree or 2nd-degree connections, TeamLink connections, and members who recently changed jobs, worked at the same company, went to the same school, or were past customers. |
| Sell when buyers are ready | Five or more of the following actions taken: • Buyer intent dashboard visits, views, or clicks. • Buyer intent column clicks in Account Hub. • Positive alert engagement with buyer intent-specific alerts.*** • Sales Navigator searches using the following filter options in lead or account searches: Buyer intent (for accounts), Account has buyer intent (for leads), Category interest (for leads), or Company headcount growth or Department headcount growth filter (for accounts). |
| Personalize outreach | 10 or more of the following actions: • Outbound engagements with saved accounts or saved leads, which are defined as likes, shares, and comments by a Sales Navigator seat holder on a LinkedIn member's LinkedIn post or shared content. • Sales Navigator InMail or LinkedIn or Sales Navigator message sent to Hidden Allies, which are defined as 1st-degree or 2nd-degree connections, TeamLink connections, and members who recently changed jobs, worked at the same company, went to the same school, or were past customers. • Sales Navigator InMail or LinkedIn or Sales Navigator message sent to a saved account or lead within 90 days of an account page view in LinkedIn, lead page view in LinkedIn or Sales Navigator, positive alert engagement,*** or Account IQ view. |
| Stay up-to-date | 10 or more of the following actions: • Positive alert engagements.*** • Account profile views in LinkedIn made within seven days of a Sales Navigator alert being displayed on a user's screen. • Lead profile views in LinkedIn or Sales Navigator made within seven days of a Sales Navigator alert being displayed on a user's screen. |
| Discover customer insights | 90 or more of the following actions towards saved accounts or saved leads within a 90-day period: • Account page views on LinkedIn. • Lead page views on LinkedIn or Sales Navigator. • Positive alert engagements.*** • Account IQ views. |
| Multi-threading | Multi-threading saved leads Three or more active connections for each currently saved account, for at least half of the user’s saved accounts that have at least one active connection. A saved lead is only counted towards multithreading once both the account and lead are saved. Multi-threading connections Three or more currently saved leads for each currently saved account for at least half of the user’s saved accounts that have at least one currently saved lead. A connection is only counted towards multithreading once both the account is saved and connection is made. Keep in mind: • Multi-threading metrics are measured for a two-year period. Saving an account or lead must have occurred within the past two years, while making a connection can be within any time. • Saved accounts, leads, and connections accumulate over time, so multi-threading metrics may change based on a user's activity throughout the past two years. |
**This metric is also available in usage reports generated from your admin view.
***Positive alert engagements are defined as clicking a Sales Navigator alert with a positive sentiment such as message, save, share, view, profile view, or clicking the
Important to know
Users can opt out of LinkedIn.com activity reporting in Sales Navigator, meaning that the metrics for opted-out users won’t include actions that take place on LinkedIn.
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